Account Manager (Managed Service Provider)

Arctic Wolf; Hamburg; On-site; EUR 65,000 - 90,000; Full time

Benefits offered by this job

Equity for all employees

Pack Unity: inclusive workplace

Professional development support

Flexible Paid Time Off

Family forming benefits

Volunteer time off

Job summary

Arctic Wolf is seeking an Account Manager to own and grow a portfolio of MSP partners in Germany. You will drive renewals, cross-sell and upsell opportunities, and manage the full partner sales cycle from pipeline to closure.

You will collaborate with internal teams to develop strategic growth plans, build strong relationships, and ensure partners expand their cybersecurity offerings for mutual success.

Qualifications

• 3+ years of experience in account management, partner management, channel sales, or business development within technology
• Proven track record of achieving revenue, retention, and growth targets
• Fluent in English and German
• Bachelor's degree in Business, Marketing, IT or related field; or equivalent experience
• Experience using Salesforce (SFDC) or similar CRM platforms

Responsibilities

• Own and grow a portfolio of MSP partners across Germany
• Lead renewals, cross-sell and upsell initiatives, and end-to-end partner account management
• Develop strategic growth plans and build lasting relationships with MSP partners
• Drive new business acquisition and revenue growth within the MSP channel
• Manage full sales cycle: pipeline development, forecasting, negotiations, and deal closure
• Lead contract renewal activities and minimize churn through proactive planning
• Conduct regular business reviews to assess performance and align on growth initiatives
• Educate partners on new products and enhancements to expand their cybersecurity offerings

Skills

Partner management

Channel sales

MSP ecosystems

German language

Business development

Relationship building

Education

Bachelor's degree

Tools

Salesforce

Job description

• As an Account Manager Managed Service Provider, you will own and grow a portfolio of Managed Service Provider (MSP) partners while driving new business opportunities across your territory
• You will lead renewals, cross-sell and upsell initiatives, and end-to-end partner account management, enabling MSPs to expand their cybersecurity offerings and deliver greater value to their customers
• Working closely with internal stakeholders and partner organizations, you will develop strategic growth plans, build lasting relationships, and drive sustainable revenue growth and mutual business success
• Own and develop strategic relationships with a portfolio of MSP partners in Germany, serving as their primary point of contact and trusted advisor
• Understand partners’ business objectives, go-to-market strategies, and growth priorities to drive long-term mutual success
• Build and execute joint business plans designed to increase revenue, market penetration, and partner engagement
• Drive new business acquisition, partner onboarding, and revenue growth within the MSP channel
• Identify, develop, and close cross-sell and upsell opportunities across the cybersecurity portfolio
• Manage the full sales cycle for assigned partners, including pipeline development, forecasting, negotiations, and deal closure
• Lead contract renewal activities, ensuring high retention rates and minimizing churn through proactive account planning
• Conduct regular business reviews with partners to assess performance, gather feedback, and align on future growth initiatives
• Educate partners on new products, services, and enhancements, positioning our cybersecurity solutions as a strategic component of their offerings
• Monitor partner performance through key metrics, including revenue growth, adoption, retention, and customer satisfaction
• Collaborate closely with internal teams, including Partner Development Representatives (PDR), Security Services (S2), and Concierge Security Teams (CST), to ensure seamless execution and exceptional partner experience
• Support and participate in partner-focused marketing and sales initiatives designed to increase awareness, demand generation, and solution adoption
• Maintain accurate pipeline, opportunity, and account records within Salesforce (SFDC) and provide regular business updates to leadership

Benefits

• Equity For All Employees: Our salary and benefits packages always include equity, so every employee has a stake in the company's success
• Pack Unity: We're on a mission to foster a diverse, equitable, and inclusive workplace and to create positive change in and out of the office
• Professional Development: Arctic Wolf mentors and trains its employees to help their career growth, and encourages and supports employee efforts to enhance their skills and competency through coursework and training
• Flexible Paid Time Off: Arctic Wolf believes that employees should have the opportunity to enjoy time away from work on a flexible basis. Employees are given accountability and authority within their job responsibilities, why not with their flexible time off? We encourage diversity and the ability for you to celebrate the days in the year that are important to you
• Family Forming Benefits: Your family is a part of our Pack, which is why in addition to comprehensive health benefits, we provide access to personalized family-forming support for employees exploring fertility health, those pursuing parenthood, those already pregnant, and other family related benefits
• Volunteer Time Off: As we seek to End Cyber Risk, we also seek to give back to the communities around us, so the world is a safer and better place for all to thrive. All pack members have 3 days of volunteer time off (VTO) to use to give back to their communities in a way that is meaningful to them

The ideal candidate combines strong partner management experience with a passion for cybersecurity and a proven track record of exceeding sales targets3+ years of experience in account management, partner management, channel sales, or business development within the technology sectorDemonstrated ability to achieve or exceed revenue, retention, and growth targetsBachelor's degree in Business, Marketing, Information Technology, or a related field; equivalent professional experience may be considered in lieu of a degreeExperience using Salesforce (SFDC) or similar CRM platforms for pipeline and account managementProven success in managing, growing, and retaining MSP, channel, or strategic partner accountsExcellent relationship-building, communication, presentation, and negotiation skillsFluent in English and GermanStrong business acumen with the ability to identify growth opportunities and develop strategic account plansStrong understanding of the MSP ecosystem, recurring revenue business models, and cybersecurity solutionsExperience selling cybersecurity, SaaS, cloud, or managed services solutions through channel and partner ecosystemsExperience working with MSPs, MSSPs, VARs, or other indirect sales partnersKnowledge of modern cybersecurity technologies, including endpoint security, vulnerability management, managed detection and response (MDR), or security operationsExperience in a high-growth technology or cybersecurity environment