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.
Denmark
