Distribution Account Manager Full Time

Summary:

• Arctic Wolf is a leader in security operations in the fast-growing cybersecurity industry, with a unicorn valuation.
• The company has won numerous awards for its excellence in security operations and strives to provide an outstanding customer and employee experience.
• Arctic Wolf is committed to diversity, inclusion, and corporate responsibility, fostering a collaborative work environment where employees’ unique perspectives are valued.
• Arctic Wolf has been recognized as a top workplace in various regions, including the USA, Minnesota, Texas, and San Antonio.

Responsibilities:

• Serve as the primary liaison to distributor partners.
• Develop and execute distributor plans with variable rebates and goals.
• Build and maintain executive-level relationships within distributor organizations.
• Manage relationships in a highly leveraged, matrixed environment with indirect reports.
• Develop measurable goals to drive distributor productivity.
• Conduct impactful quarterly business reviews (QBRs) with action items and follow-up.
• Achieve revenue targets and goals for the distributor partners.
• Train and enable distributor sales teams and overlay personnel on Arctic Wolf solutions and partner programs.
• Work across business units internally at Arctic Wolf and with distributors to achieve operational efficiencies.
• Collaborate with internal and distributor alliances teams to meet regional goals.
• Work with distribution partners to generate prospective customers through channel campaigns and account mapping.
• Promote upsell and new sales opportunities within a channel partner’s existing and competitive accounts.
• Provide marketing and sales collateral to partners with prospective clients.
• Administer certification training for distributor/partner sales and systems engineers.
• Respond to partner requests, ensuring proper alignment of field and inside sales teams.
• Track, monitor, and support pipeline through distribution.
• Lead and execute complex, time-sensitive projects, identifying and recommending solutions for operational issues.
• Develop innovative business models and analyses to support large projects.

Requirements:

• Proven sales experience with a channel-focused company and 2-tier distributors.
• Successful product management experience within a 2-tier distribution model.
• Knowledge of cybersecurity technology and its leverage in a 2-tier model.
• Ability to adapt to changing roles and responsibilities in a fast-paced environment.
• High-energy, motivated self-starter with the ability to work independently.
• Strong analytical skills and the ability to metric and govern business activities.
• Decision-making impacts multiple functions and businesses.
• Excellent verbal and written communication skills.

Benefits:

• Equity for all employees.
• Bonus or commission pay based on role.
• Flexible time off, paid volunteer days, and paid parental leave.
• 401k match.
• Medical, Dental, and Vision insurance.
• Health Savings and Flexible Spending Agreements.
• Voluntary Legal Insurance.
• Training and career development programs.