Channel Development Manager

Arctic Wolf is a global leader in security operations, delivering the first cloud-native security operations platform to end cyber risk. Powered by threat telemetry spanning endpoint, network, and cloud sources, the Arctic Wolf® Security Operations Cloud ingests and analyses trillions of security events each week to enable critical outcomes for most security use cases. The Arctic Wolf® Platform delivers automated threat detection and response at scale and empowers organisations of any size to stand up world-class security operations with the push of a button.

Our mission is simple: End Cyber Risk. We’re looking for a Distribution Channel Development Manager to join our team, to be part of making this happen.

Responsibilities

• Building strong relationships with distribution and channel partners to generate revenue and opportunities
• Primary liaison to Distributor licensing and operations management teams
• Ensures operational efficiencies with quoting, ordering, invoicing, SKU management and renewals management
• Executes effectively against a cohesive business plan with distributors
• Team with distribution reps to effectively recruit partners who meet Arctic Wolf’s partner profile; based on territory, market segment and coverage needs.
• Initiating end user lead generation programs through distribution
• Achieve against a set of pre-agreed sales targets and KPI's on a monthly/quarterly/annual basis
• Ensure consistency in terms of the company’s channel sales strategy & execution
• Building strong working relationships with sales, customer success, channel peers and channel marketing
• Provides impeccable support for assigned team and partners
• Driving demand:
• Work with distribution partners to generate prospective customers through channel campaigns and channel promotions and account mapping activities
• Work with distribution to promotes up-sell and new sales opportunities within a channel partner’s existing and competitive accountsWork with distribution to provide marketing/sales collateral to partners with prospective clientManaging, administering and delivering certification training for distributor/partner sales and distributor/partner systems engineers
• Onboarding and Enablement:
• Respond to partner requests that come from distribution and ensure proper field and inside sales alignment in partner end user opportunities
• Track/monitor/support pipeline through distribution
• Provide marketing/sales collateral and respond to channel inquiries regarding product, channel programs and channel promotions.
• Work with other Arctic Wolf sales resources to support identified opportunities
• Consistently articulate Arctic Wolf value proposition to distribution teams and prospective partners

Skills and Requirements

• Bachelor’s Degree
• Proven experience of managing channel partners or distribution in a technology environment
• Experience in facilitating onboarding and enablement activities for channel partners
• Knowledge of software/services channel ecosystems
• Familiarity with Salesforce.com and forecasting systems
• Strong Negotiation skills
• Strong Presentation skills
• Strong Communication and Interpersonal skills
• Excellent telephone communication skills
• Ability to thrive in a team selling environment

Why Arctic Wolf?

At Arctic Wolf we’re cultivating a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures, and ideas to make our teams even stronger as we grow globally, ensuring we offer all wolves a compelling package. Come join the Pack during this exciting time of rapid growth where every employee makes a difference, and their contributions are recognised and rewarded.