Partner Development Representative (Emerging)

At Arctic Wolf were not just navigating the cybersecurity landscape - were redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: weve earned recognition on theForbes Cloud 100 CNBC Disruptor 50 Fortune Future 50 and Fortune Cyber 60lists and we recently took home the2024 CRN Products of the Yearaward. Were proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRNs Products of the Year award in the inaugural Security Operations Platform category. Join a company thats not only leading but also shaping the future of security operations.

Our mission is simple: End Cyber Risk. Were looking for a Partner Development Representative to be part of making this happen.

Responsibilities

• Recruit enable and manage MSP and Resale partners in assigned territory. Effectively articulate the requirements expectations and benefits of the Arctic Wolf Channel Program

• Building strong relationships with channel partners to generate revenue and opportunities

• Develop a cohesive business plan for the partners and execute effectively against that plan

• Team with channel partners to build pipeline and close deals (joint call out days spiff campaigns etc.).

• Initiating lead generation programs with partners

• Achieve against a set of pre-agreed sales targets and KPIs on a monthly/quarterly/annual basis

• Ensure consistency in terms of the companys channel sales strategy & execution

• Liaise between inside/field sales teams (and CAMs) to support identification and recruitment (where needed) of partners with experience in both Resale and MSP

• Building strong working relationships with sales customer success and channel marketing

• Field and route inbound partnership requests appropriately (support new on-boarding processes)

• Provides impeccable support for assigned CAM teams and partners

• Capturing of accurate and complete partner and customer data in SFDC

• Outbound Calls:

  • Work with assigned partners to generate prospective customers through channel campaigns and channel promotions and account mapping activities

  • Promotes up-sell and new sales opportunities within partners existing and competitive accounts

  • Provide marketing/sales collateral to partners with prospective clients

  • Managing administering and delivering certification training for partner sales and partner systems engineers

• Inbound Calls:

  • Respond to partner requests and ensure proper field and inside sales alignment in partner end user opportunities

  • Track/monitor /support partner pipeline

  • 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 assigned partners

Skills and Requirements

• Bachelors Degree

• Valid Passport

• Proven experience of managing channel partners in a technology environment

• Experience in facilitating onboarding and enablement activities for channel partners

• Knowledge of software/services channel ecosystems

• Familiarity with CRM 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

At Arctic Wolf we foster a collaborative and inclusive work environment that thrives on diversity of thought background and culture. This is reflected in our multiple awards including Top Workplace USA (2021-2024) Best Places to Work USA (2021-2024) Great Place to Work Canada (2021-2024) Great Place to Work UK (2024) and Kununu Top Company Germany (2024). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction with over 7000 customers worldwide and more than 2000 channel partners globally. As we continue to expand globally and enhance our technology Arctic Wolf remains the most trusted name in the industry.

Our Values

Arctic Wolf recognizes that success comes from delighting our customers so we work together to ensure that happens every day. We believe in diversity and inclusion and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate thatby protecting peoples and organizations sensitive data and seeking to end cyber risk we get to work in an industry that is fundamental to the greater good.

We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here.

We also believe and practice corporate responsibility and have recently joined the Pledge 1% Movement ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities.

All wolves receive compelling compensation and benefits packages including:

• Equity for all employees

• Flexible time off and paid volunteer days

• RRSP and 401k match

• Training and career development programs

• Comprehensive private benefits plan including medical mental health dental disability life and AD&D and value-added services

• Robust Employee Assistance Program (EAP) with mental health services

• Fertility support and paid parental leave

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race color religion sex orientation national origin age disability genetics or any other basis forbidden under federal provincial or local law. Arctic Wolf is committed to fostering a welcoming accessible respectful and inclusive environment ensuring equal access and participation for people with disabilities. As such we strive to make our entireemployeeexperience as accessible as possible and provideaccommodationsas required for candidates and employees with disabilities and/or other specific needs where possible. Please let us know if you require any accommodations by emailing

Security Requirements

• Conducts duties and responsibilities in accordance with AWNs Information Security policies standards processes and controls to protect the confidentiality integrity and availability of AWN business information (in accordance with our employee handbook and corporate policies).

• Background checks are required for this position.

• This position may require access to information protected under U.S. export control laws and regulations including the Export Administration Regulations (EAR). Please note that if applicable an offer for employment will be conditioned on authorization to receive software or technology controlled under these U.S. export control laws and regulations.