Distribution Account Manager

Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. We have won countless awards for our excellence in security operations and remain dedicated to providing an industry-leading customer and employee experience.

YOUR RESPONSIBILITIES:

• Primary liaison to Distributor Partners. 

• Develop and execute distributors plan with variable rebates and goals.  

• Develop executive level relationships within the distributors.  

• Manage relationships in a highly leveraged, matrixed environment with indirect reports. 

• Develop goals that are measurable and drive productivity within our distributors. 

• Conduct impactful QBRs with meaningful and measurable action items, as well as follow-up. 

• Achieve revenue targets and goals for the distributors. 

• Train and enable distributor sales teams and overlay personnel on Arctic Wolf solutions and Partner Program. 

•  Work across all business units both internally at Arctic Wolf and within distributors for operational efficiencies. 

• Work closely with Alliances teams internally and within distributors to achieve regional goals. 

• 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 accounts. Work with distribution to provide marketing/sales collateral to partners with prospective clients. Managing, 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. 

• Drives all aspects of business development and sales enablement initiatives and works with Director of Distribution to drive final account decisions. Develops recommendation from complex data and business analyses and formulates them into business plans. 

• Leads and executes highly complex, time sensitive projects; identifies and recommends solutions for multifaceted operational and programmatic problems for specific account. 

• Leads efforts to develop innovative business models and analyses to support multiple, large projects.

REQUIRED SKILLS AND EXPERIENCE:

• Successful sales experience with a channel-focused company and 2-tier distributors

• Proven track record of successful product management within a 2-tier model

• Knowledge of cybersecurity technology and leverage within a 2-tier model 

• Ability to adapt to changes in roles and responsibilities and work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter 

• Analytical thinker with proven ability to metric and govern 

• Decision-making implications extend to multiple functions and/or businesses and impact the business directly 

• Excellent verbal and written communication skills 

About 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. We’ve been named among the list of Top Workplaces in USA, Minnesota (2021-2024), and Texas (2023-2024), Best Places to Work San Antonio (2023, 2024) and Minneapolis/St. Paul (2022-2024), as well as on Fortune’s Best Place to Work for Millennials (2023) and Top Technology Workplace (2023) lists

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 that—by protecting people’s 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