Channel Account Manager

Arctic Wolf; United States; Remote; USD 68,000 - 146,000; Full time

Job summary

Arctic Wolf is seeking a Channel Account Manager to grow the partner ecosystem and drive revenue in the assigned territory. You will recruit, train, and enable channel partners, coordinate with internal teams, and manage forecasts in Salesforce to meet growth targets.

You will lead joint go-to-market initiatives with technology partners, establish regular business reviews, and ensure partner performance aligns with Arctic Wolf’s channel programs. Travel up to 50% is required.

Qualifications

• 2 years in seat as CDM
• Proven record of success in channel sales and territory management
• Experience building business and marketing plans with partners
• Experience managing channel, technology alliance, or ecosystem partner relationships

Responsibilities

• Establish productive, professional relationships with key personnel in assigned Select Partner level account.
• Build a plan for partner enablement and training in assigned territory for key partner(s).
• Coordinates the involvement of company personnel, including support, service, and management resources in order to meet partner performance objectives and partner’s expectations.
• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update Salesforce accordingly.
• Meet and exceed sales quotas and revenue goals.
• Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g., training certification) in conjunction with Distribution resources (sales, support, etc.).
• Develop and execute joint go-to-market plans with assigned technology and ecosystem partners.
• Build and maintain relationships with key sales, technical, and executive stakeholders within assigned technology and ecosystem partners.
• Identify, track, and drive partner-sourced and partner-referred opportunities to accelerate pipeline and revenue growth.
• Establish regular business reviews and strategic planning sessions with assigned ecosystem partners and measure success against agreed objectives.
• Collaborate with marketing and field teams to execute partner-led events, campaigns, and joint customer engagement activities.
• Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Arctic Wolf’s channel program guidelines.
• Drives sales of new technology adoption in assigned territory.
• Proactively recruits new qualifying partners.

Skills

Communication skills

Presentation skills

Job description

Position Overview and Objective

The Channel Account Manager (CAM) will build and promote the company’s position as
the worldwide leader in Security Operations, specifically through the partner community
within the assigned territory of the partner.
Must be a key contributor to the revenue growth of the territory and manage to the
company growth targets. Accountable for managing reseller partnerships within the
guidelines of Arctic Wolf channel programs within the geographic territory, spearheading
new business development with assigned channel partners.
Will motivate, educate, and train the partners in Arctic Wolfs offerings, services, and go-
to-market.

The CAM is responsible for achieving sales, revenue, and partner recruitment
objectives. In addition, the CAM will develop and manage relationships with selected
technology and ecosystem partners, driving joint go-to-market initiatives, partner
enablement, referral opportunities, and field engagement activities that create
incremental pipeline and revenue growth. The role will collaborate cross-functionally
with sales, marketing, product, and technical teams to expand Arctic Wolf’s presence
within the broader cybersecurity ecosystem.

Primary Responsibilities and Duties

• Establish productive, professional relationships with key personnel in assigned Select Partner level account.
• Build a plan for partner enablement and training in assigned territory for key partner(s).
• Coordinates the involvement of company personnel, including support, service, and
  management resources in order to meet partner performance objectives and partner’s expectations.
• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth
  knowledge of sales cycle and update Salesforce accordingly.
• Meet and exceed sales quotas and revenue goals.
• Proactively leads a joint partner planning process that develops mutual performance
  objectives, critical milestones (e.g., training certification) in conjunction with Distribution resources (sales, support, etc.).
• Develop and execute joint go-to-market plans with assigned technology and ecosystem
  partners.
• Build and maintain relationships with key sales, technical, and executive stakeholders
  within assigned technology and ecosystem partners.
• Identify, track, and drive partner-sourced and partner-referred opportunities to
  accelerate pipeline and revenue growth.
• Establish regular business reviews and strategic planning sessions with assigned
  ecosystem partners and measure success against agreed objectives.
• Collaborate with marketing and field teams to execute partner-led events, campaigns,
  and joint customer engagement activities.
• Manages potential channel conflict by fostering excellent communication internally and
  externally and through strict adherence to Arctic Wolf’s channel program guidelines.
• Drives sales of new technology adoption in assigned territory.
• Proactively recruits new qualifying partners.

Key Skills

• Excellent written and verbal communication skills
• Excellent presentation skills

Key Competencies

• Communication
• Conflict Management
• Drive for Results

Minimum Qualifications

• 2 years in seat as CDM

Proven record of success

• 3+ years channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners.
• Experience managing channel, technology alliance, or ecosystem partner relationships.
• Experience with the Distribution channel model
• Experience in sales forecasting, opportunity identification and drive to close
• Candidate must thrive in a fast-paced, ever-changing environment.

Preferred Qualifications

• Environment and Physical Demands
• Work is primarily sedentary in nature and can be executed sitting or standing positions
• in an office environment.
• Requires ability to utilize technology related to using a keyboard, verbal communication, and work with device screens which require visual acuity.
• If located in a company office, often requires the mobility to physically navigate the space.
• In the event of business travel, mobility sufficient to utilize public and private transport and navigate to essential locations.
• May include moving or lifting of 25 pounds or less (e.g., office chair, reams of paper).

Travel Requirements

• Willingness to travel up to 50%

The base salary range for this job family is 97,500 to 208,000 AUD annually. This range reflects the base pay the company reasonably expects to offer for this position, aligned to the broader job family base pay structure. Actual base pay may vary based on skills, experience, and location, including job family level. In addition to base pay, Arctic Wolf offers variable incentive compensation, new hire equity grants, and a comprehensive benefits package.