Partner Development Representative

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We’re 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 CRN’s Products of the Year award in the inaugural Security Operations Platform category. Join a company that’s not only leading, but also shaping, the future of security operations. 

Our mission is simple: End Cyber Risk. We’re 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 KPI's on a monthly/quarterly/annual basis
• Ensure consistency in terms of the company’s 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 partner’s 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 

• Bachelor’s 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 7,000 customers worldwide and more than 2,000 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 ens