Channel Account Manager

#RunwiththePack

At Arctic Wolf, we’re on a mission to end cyber risk. 

We are a global leader in security operations, helping organizations stay resilient against evolving cyber threats through industry-leading security operations, threat intelligence, and a people-first approach to cybersecurity. 

More than 3,000 Pack members across the world work together every day to protect our customers and empower security teams with new levels of speed, accuracy, and intelligence at scale. What sets us apart is our relentless focus on our customers, innovation at scale, and a collaborative culture where talented people can do meaningful work that truly makes a difference. 

We’re constantly looking for talented people to join the Pack and help us take our performance to the next level. 

About the Position:

Position Overview and Objective:

The Channel Account Manager II leads territory strategy for a portion of a pre-set list of strategically important channel partners with national or multi-geo exposure, proactively driving quota and demand attainment and owning execution of strategic initiatives with full independence.

Primary Responsibilities and Duties:

• Lead territory strategy for a portion of a pre-set list of strategically important channel partners, proactively shaping plans rather than responding to requests.

• Consistently drive quota and demand attainment, with assigned partners growing at or above Arctic Wolf's overall pace.

• Own execution of quarterly business reviews (QBRs), memoranda of understanding (MOUs), and quarterly incentive programs, running the full agenda and owning outcomes.

• Recruit, onboard, and enable new channel partners to expand strategic coverage of the territory, using pre-existing network and industry knowledge

• Build relationships with partner sales managers and regional partner leadership, engaging confidently across sales, marketing, and technical conversations.

• Own sales forecasting and pipeline accuracy for the territory, operating with full independence.

• Partner with internal sales, marketing, and presales teams to support strategic partner opportunities through close.

• Design and adapt strategic initiatives, including QBR agendas and incentive structures, to territory-specific needs and competitive dynamics, building playbooks that other Channel Account Managers reuse.

• Represent Arctic Wolf at regional partner events, promotions, and enablement sessions.

• Mentor Channel Account Manager I team members on deal strategy and strategic initiative execution.

• Strong understanding of local nuances to achieve results “thinking global acting local”

• Build relevance and mindshare with partners by staying present in the field, including walking the floors and sitting with partner account representatives.

• Run Lunch and Learns, call-out days, and pipeline generation activity with partners.

• Attend a minimum of two Multi Partner Round Tables per quarter, each hosting multiple partners at a single venue.

• Support with organising, attending relevant channel events ensuring maximum potential is achieved.
• Manage partner conflicts and escalations through resolution, coordinating with internal stakeholders to address issues and maintain productive partner relationships.

Key Skills:

• Territory and pipeline management

• Multi-stakeholder deal management

• Partner recruitment and enablement

• Sales forecasting

• Cross-functional collaboration

• Pipeline tracking and territory planning with manager guidance

• Handling routine partner questions and objections

• Managing and resolving channel conflict

• Building working knowledge of the security market

Key Competencies:

• Communication

• Problem-Solving

• Customer Focus

• Teamwork

Minimum Qualifications:

• Bachelor's degree or equivalent work experience

• Four or more years of cyber security industry in channel or partner sales

• Demonstrated experience independently managing a partner territory

Preferred Qualifications

• Experience in a security or SaaS technology company

• Experience with multi-year or multi-stakeholder partner agreements

Benefits

We offer a competitive benefits package designed to support your wellbeing, development and overall experience as part of our team. Alongside a rewarding career, you’ll have access to a range of benefits designed to support you both professionally and personally.

Security Requirements  

At Arctic Wolf, protecting our people, customers, and data is fundamental to how we operate. All employees are expected to uphold our commitment to security, privacy, and compliance by following internal information security policies, standards, and controls designed to safeguard the confidentiality, integrity, and availability of business, customer, employee, and other confidential information and to support compliance with applicable legal and regulatory requirements.

Depending on the role and where permitted by applicable law, employment may be subject to background verification and additional regulatory, security, or compliance requirements, including obligations related to data protection and export control laws, and authorization requirements where applicable.

Your next big opportunity starts here — apply today and help us end cyber risk.