Partner Development Representative - MSP

Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. How fast are we growing? Well, Arctic Wolf was highly ranked in the Deloitte Fast Technology 500 for NorthAmerica in both 2019 (#25) and 2020 (#104)! We have doubled headcount, customers, and revenue for five years running.

We are also 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 our teams globally. In fact, we were named a 2021 Top Workplace USA (Energage) as the top technology firm to work in our size category, were recognized as one of the 2020 Best Places to Work (bizjournals.com), and most recently were certified as a 2021 Great Place to Work (Great Places to Work Institute, Canada).

Arctic Wolf believes in corporate responsibility, and our worldwide offices proudly participate in volunteer programs throughout their communities. We’ve also earned distinction from TravelWise for our efforts in promoting sustainable transportation.

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

Security Requirements:

• Conducts duties and responsibilities in accordance with Arctic Wolf Network's Information Security policies, standards, processes and controls to protect the confidentiality, integrity and availability of Arctic Wolf business information.
• Each successful candidate will be required to pass a criminal background check and an employment verification as a condition of employment.

About Us:   

At Arctic Wolf, we recognize that success comes from delighting our customers. We believe in being lean – in constantly building, measuring, and learning in all aspects of our business. We truly value people. Arctic Wolf provides compelling compensation packages, benefits, and equity for employees.   

Arctic Wolf is focused on building a workforce that is diverse and inclusive. If you’re excited about this role, but do not meet all of the qualifications listed above, we encourage you to apply. We review all applications.    

 Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, colour, 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 recruitment, assessment and selection processes as accessible as possible and provide accommodations as required for applicants with disabilities. Please let us know if you require any accommodations by emailing recruiting@arcticwolf.com.