Alliance Manager

arcticwolf; United States; On-site; USD 100,000 - 140,000; Full time

Job summary

Arctic Wolf is seeking an Alliance Manager to develop and manage GTM strategies for our Tech Partner ecosystem, focusing on AWS and other top partners. You will drive joint value content, establish KPIs, and collaborate with product and engineering on roadmap integrations.

Ideal candidates bring experience in Technology Alliances, enterprise SaaS sales, and a proven ability to grow partner-driven revenue while coordinating with sales and marketing teams.

Qualifications

• At least two (2) years in Technology Alliances, Channel Management, or Security Seller roles.
• Experience with enterprise software and SaaS sales models including Reseller Channel and Distribution partnerships.
• Willing and able to travel up to 40%.

Responsibilities

• Develop and execute GTM strategy with AWS and other top Technology Alliance Partners.
• Track and report on success metrics, ARR pipeline, and closed-won/closed-lost deals.
• Establish business cadence with AWS PSMs and sales leaders including QBRs and executive alignment.
• Create internal content to enable Arctic Wolf sellers on partner solutions.
• Build deep relationships with Arctic Wolf and AWS sellers for regional engagement.
• Attend industry events and coordinate with marketing on field events for ecosystem partners.
• Partner with Alliances leadership to define criteria for future Technology Partners.

Skills

Technology Alliances

Channel Management

Security Sales

GTM Planning

Executive Partnership

AWS Partnerships

SaaS Sales

Tools

Salesforce

CRM

Job description

At Arctic Wolf, you won't just watch the cybersecurity industry evolve - you'll help lead the change. Our global Pack is made up of people who thrive on solving hard problems, moving fast, and building technology that protects organizations around the world. We're proud to be recognized by Forbes, CNBC, Fortune, CRN, Gartner Peer Insights and IDC MarketScape - but what matters most is the work behind it: delivering real outcomes for customers through award winning innovation like our Aurora Platform.

If you're looking for meaningful work, smart teammates and the chance to make a real impact in a high-growth company that’s redefining security operations, Arctic Wolf is the right place for you.

Our mission is simple: End Cyber Risk. We're looking for an Alliance Manager to be a part of making this happen.

Location: Candidate must be based in the north central or western region of the U.S.

About the Role

The Alliance Manager will contribute to our Alliances team by developing and managing the strategy and execution of Arctic Wolf's Tech Partner ecosystem go-to-market motions. craft joint value content and establish Go-To-Market GTM) strategies for Arctic Wolf's largest and most strategic technology integration partnerships to help drive incremental revenue for both sales teams. Establish, and track success against the correct metrics and KPIs, and work in partnership with the rest of the Alliances team to set appropriate growth and investment strategy. Work with Product Management and Engineering to handle any customer escalations and to develop the roadmap for existing and future integrations with named technology partners.

Responsibilities

• Develop and execute go-to-market (GTM) strategy with Amazon Web Service and other top Technology Alliance Partners
• Track and regularly report on success metrics, including opportunities referred to and from Arctic Wolf, current ARR in pipeline, and closed-won and closed-lost deals.
• Establish a business cadence with AWS PSM's and associated sales leaders including Quarterly Business Reviews (QBRs) and regular executive alignment
• Build appropriate internal content to enable Arctic Wolf sellers on the benefits of partner solutions, and to enable partner sellers on the benefits of Arctic Wolf solutions
• Build deep relationships with individual Arctic Wolf and AWS sellers, ensuring that every regional team has a strategy to engage with AWS
• Attend industry events and coordinate with marketing on field events for select ecosystem partners
• Partner with Alliances leadership to establish criteria for future / potential Technology Partners to expand Arctic Wolf GTM with our strategic partners

Who You Are

• Experience with Technology Partner Agreements, referral agreements, and building strategic engagement business and marketing plans
• Familiarity with enterprise software and SaaS sales models, including the Reseller Channel and Distribution partnerships.
• Proven ability to understand company KPIs, and build joint GTM plans with Technology Partners to further company goals.
• Familiarity with market participants and trends in several of the following: MDR, EDR, Cloud Security technologies and implications, vulnerability management, security infrastructure, and compliance and GRC tools.
• Compelling and succinct communication skills especially presenting with slideware.

Minimum Qualifications

• At least two (2) years in a Technology Alliances (Business Development, Strategic Alliances), Channel Management, or Security Seller roles
• Willing and able to travel up to 40%

Preferred Qualifications

• Prior experience working with AWS and channel partners strongly preferred.

On-Camera Policy

To support a fair, transparent, and engaging interview experience, candidates interviewing remotely are expected to be on camera during all video interviews.

Being on camera fosters authentic connection, improves communication, and allows for full engagement from both candidates and interviewers.

We understand that technical, bandwidth, or location-related challenges may occasionally prevent video use. If this applies, candidates are required to notify us in advance so we can explore appropriate accommodations.

About Arctic Wolf

At Arctic Wolf, we foster a collaborative and inclusive work environment that thrives on diversity of thought, background, and culture. This is reflected in our multiple awards, including Top Workplace USA (2021-2025), Best Places to Work - USA (2021-2025), Great Place to Work - Canada (2021-2024), Great Place to Work - UK (2024-2026), and Kununu Top Company - Germany (2024-2026) . Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 10,000 customers worldwide and more than 2,000 channel partners globally. As we continue to expand globally and enhance our technology, Arctic Wolf remains the most trusted name in the industry.

Our Values

Arctic Wolf recognizes that success comes from d