Channel Account Manager

Arctic Wolf Networks India; United States; Hybrid; USD 90,000 - 130,000; Full time

Benefits offered by this job

Equity for all employees

Flexible time off

401(k) contribution and matching

Training and career development

Comprehensive private benefits plan

EAP with mental health services

Parental leave

Job summary

Arctic Wolf is seeking a Channel Account Manager to accelerate growth with MSP partners across the US. You will own partner relationships, drive joint go-to-market plans, and lead quarterly business reviews to ensure revenue objectives are met.

The role requires up to 50% travel to Seattle, Salt Lake City, or Northern California and close collaboration with sales, marketing, support, and leadership teams to drive partner success and pipeline growth.

Qualifications

• 3+ years of channel sales, partner management, or territory management experience in cybersecurity, networking, or SaaS.
• Strong understanding of MSP go-to-market models and partner ecosystems.
• Experience developing and executing joint business and marketing plans with partners.
• Familiarity with distribution-led channel models.
• Proven track record in pipeline generation, forecasting, and closing partner-driven opportunities.
• Ability to thrive in a dynamic, fast-paced environment.
• Willingness to travel regularly within the assigned territory.

Responsibilities

• Build and maintain strong, strategic relationships with key stakeholders across assigned managed service provider (MSP) partners.
• Develop and execute partner enablement plans, including training, certification, and ongoing education to drive partner effectiveness and growth.
• Lead joint business planning with partners, establishing clear revenue targets, success metrics, and performance milestones.
• Collaborate cross-functionally with sales, marketing, support, and leadership teams to support partner success and exceed expectations.
• Influence pipeline development and maintaining up-to-date opportunity tracking in Salesforce.
• Consistently meet or exceed revenue, pipeline, and partner-driven sales goals.
• Drive adoption of Arctic Wolf's solutions and new technologies across the partner ecosystem.
• Onboard and develop new high-potential partners to expand market coverage.
• Proactively manage channel dynamics and resolve conflict through clear communication and adherence to Arctic Wolf's partner program guidelines.

Skills

Channel sales

Partner management

Territory management

MSP go-to-market

Pipeline generation

Forecasting

Sales collaboration

Salesforce

Tools

Salesforce

Job description

#RunwiththePack

At Arctic Wolf, we're on a mission to end cyber risk .

We are a global leader in security operations, helping organizations stay resilient against evolving cyber threats through industry-leading security operations, threat intelligence, and a people-first approach to cybersecurity.

More than 3,000 Pack members across the world work together every day to protect our customers and empower security teams with new levels of speed, accuracy, and intelligence at scale. What sets us apart is our relentless focus on our customers, innovation at scale, and a collaborative culture where talented people can do meaningful work that truly makes a difference.

We're constantly looking for talented people to join the Pack and help us take our performance to the next level.

About the Position:

The Channel Account Manager (CAM) is responsible for accelerating Arctic Wolf's growth through top strategic Managed Service Provider (MSP) partner engagement within an assigned partners. This role strengthens the company's position as a global leader in Security Operations by enabling, developing, and expanding high-performing partner relationships.

The CAM will serve as a key driver of revenue, owning partner performance, quarterly business reviews, pipeline development, and new business generation. Success in this role requires a strong ability to influence partners, execute joint go-to-market strategies, and align cross-functional resources within Arctic Wolf and these partners to deliver results.

Remote: Need to travel up to 50% in district either Seattle, Salt Lake City or Northern California

Key Responsibilities

• Build and maintain strong, strategic relationships with key stakeholders across assigned managed service provider (MSP) partners
• Develop and execute partner enablement plans, including training, certification, and ongoing education to drive partner effectiveness and growth
• Lead joint business planning with partners, establishing clear revenue targets, success metrics, and performance milestones
• Collaborate cross-functionally with sales, marketing, support, and leadership teams to support partner success and exceed expectations
• Influence pipeline development and maintaining up-to-date opportunity tracking in Salesforce
• Consistently meet or exceed revenue, pipeline, and partner-driven sales goals
• Drive adoption of Arctic Wolf's solutions and new technologies across the partner ecosystem
• Onboard and develop new high-potential partners to expand market coverage
• Proactively manage channel dynamics and resolve conflict through clear communication and adherence to Arctic Wolf's partner program guidelines

Key Skills & Competencies

• Strong communication and relationship management skills across technical and executive audiences
• Highly organized with exceptional attention to detail and execution
• Effective presenter with the ability to influence and enable partner stakeholders
• Proven ability to manage competing priorities in a fast-paced, high-growth environment
• Skilled in conflict resolution and navigating complex partner ecosystems
• Results-drive with a strong sense of ownership and accountability

Minimum Qualifications

• 3+ years of channel sales, partner management, or territory management experience in cybersecurity, networking, or SaaS
• Strong understanding of MSP go-to-market models and partner ecosystems
• Experience developing and executing joint business and marketing plans with partners
• Familiarity with distribution-led channel models
• Proven track record in pipeline generation, forecasting, and closing partner-driven opportunities
• Ability to thrive in a dynamic, fast-paced environment
• Willingness to travel regularly within the assigned territory

Benefits

All wolves receive compelling compensation and benefits packages, including :

• Equity for all employees
• Flexible time off and paid volunteer days
• 401(k) contribution and matching
• Training and career development programs
• Comprehensive private benefits plan including medical, mental health, dental, disability, life and AD&D, and value-added services
• Robust Employee Assistance Program (EAP) with mental health services
• Fertility support and paid parental leave

Security Requirements

At Arctic Wolf, protecting our people, customers, and data is fundamental to how we operate. All employees are expected to uphold our commitment to security, privacy, and compliance by following internal information security policies, standards, and controls designed to safeguard the confidentiality, integrity, and availability of business, customer, employee, and other confidential information and to support compliance with applicable legal and regulatory requirements.

Depending on the role and where permitted by applicable law, employment may be subject to background verification and additional regulatory, security, or compliance requirements, including obligations related to data protection and export control laws, and authorization requirements where applicable.

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