Distribution Development Manager II

Arctic Wolf; Oregon; Hybrid; USD 52,000 - 180,000; Full time

Benefits offered by this job

Equity for all employees

401(k) contribution and matching

Training and career development

Job summary

Arctic Wolf, a global leader in security operations, is seeking a Distribution Development Manager II to own a subset of developing distribution partners in an assigned territory. The role is remote but base in the Buffalo, NY area or the greater Greenville, SC area is preferred, with flexibility for travel as needed.

You will lead training, enablement, and growth plans, recruit and engage distributors, and align internal teams to drive partner performance.

Qualifications

• Bachelor's degree or equivalent work experience.
• Two or more years of experience in channel, partner, or sales roles.
• Demonstrated ability to manage a partner portfolio independently.

Responsibilities

• Own a defined subset of developing distribution partners within an assigned territory, working independently on day-to-day activation and enablement.
• Develop growth strategies for assigned distributors and identify partner development motions that can scale across the territory.
• Create and drive territory strategy for assigned coverage, identifying growth opportunities that move partners from developing to consistently high performing.
• Lead partner recruitment, activation, and engagement activities that build distributor sales, marketing, and technical teams into consistent contributors.
• Deliver training and enablement sessions to distributor teams, adapting content to each partner's stage of development.
• Serve as a trusted advisor to distributor contacts, influencing partner business decisions and growth investments that increase their Arctic Wolf business.
• Lead quarterly business reviews (QBRs), business reviews, and trainings for assigned distributors, and guide executive discussions with partner leaders.
• Align stakeholders across sales, marketing, operations, enablement, and distribution to deliver on distributor growth plans.
• Create, lead, and operationalize new programs or improvements that produce measurable impact beyond assigned distributors.
• Track distributor activation and performance progress, flagging partners who need additional support and adjusting plans as needed.
• Coach Distribution Development Manager I team members informally on enablement delivery and partner communication.
• Address routine distributor concerns and conflicts independently, escalating more complex issues to management as needed.

Skills

Partner relationship management

Forecasting & CRM

Territory planning

Presentation skills

Cross-functional collaboration

Channel programs

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Run with the Pack

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 Distribution Development Manager II owns a defined subset of Arctic Wolf's developing distribution partners with growth potential within an assigned territory. This role independently leads training, enablement, and activation and builds growth plans that develop those partners into consistent, high-performing members of our partner ecosystem. By acting as a trusted advisor to distributors and aligning internal teams around their growth, this role delivers measurable results for the distribution channel. Position is remote, but candidates must be based in the greater Buffalo, NY area or the greater Greenville, SC area.

Responsibilities

• Own a defined subset of developing distribution partners within an assigned territory, working independently on day-to-day activation and enablement.
• Develop growth strategies for assigned distributors and identify partner development motions that can scale across the territory.
• Create and drive territory strategy for assigned coverage, identifying growth opportunities that move partners from developing to consistently high performing.
• Lead partner recruitment, activation, and engagement activities that build distributor sales, marketing, and technical teams into consistent contributors.
• Deliver training and enablement sessions to distributor teams, adapting content to each partner's stage of development.
• Serve as a trusted advisor to distributor contacts, influencing partner business decisions and growth investments that increase their Arctic Wolf business.
• Lead quarterly business reviews (QBRs), business reviews, and trainings for assigned distributors, and guide executive discussions with partner leaders.
• Align stakeholders across sales, marketing, operations, enablement, and distribution to deliver on distributor growth plans.
• Create, lead, and operationalize new programs or improvements that produce measurable impact beyond assigned distributors.
• Track distributor activation and performance progress, flagging partners who need additional support and adjusting plans as needed.
• Coach Distribution Development Manager I team members informally on enablement delivery and partner communication.
• Address routine distributor concerns and conflicts independently, escalating more complex issues to management as needed.

Who You Are

• Partner relationship management
• Pipeline forecasting and customer relationship management (CRM) proficiency
• Territory and business plan development
• Presentation and enablement delivery
• Cross-functional collaboration
• Channel and distribution program expertise

Minimum Qualifications

• Bachelor's degree or equivalent work experience
• Two or more years of experience in channel, partner, or sales roles
• Demonstrated ability to manage a partner portfolio independently

Preferred Qualifications

• Experience with partner business planning processes
• Experience working with technology distributors
• Prior experience in a security or software-as-a-service (SaaS) technology company

Benefits

• 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.

Base Salary

The base salary range for this job family is 52,300 to 179,500 USD 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.