Partner Development Representative

Arctic Wolf Networks, Inc.; Eden Prairie (MN); On-site; USD 44,000 - 98,000; Full time

Benefits offered by this job

Equity for all employees

Flexible time off

401k match

Training and career development

Job summary

Arctic Wolf Networks, Inc. is seeking a Partner Development Representative to recruit and enable MSP and resale partners, driving revenue and pipeline in an assigned territory. You will collaborate with sales and channel marketing, build joint plans, and map opportunities with partners.

You will manage certifications, provide collateral, and coordinate campaigns to create a robust partner ecosystem while maintaining accurate data in SFDC and supporting field teams.

Qualifications

• Requires Bachelor’s degree and strong channel partner management experience.
• Experience with onboarding and enablement of channel partners is essential.
• Knowledge of software/services channel ecosystems and CRM/forecasting systems is required.
• Excellent negotiation, presentation, and communication skills are needed for success in a partner-led environment.

Responsibilities

• Recruit, enable and manage MSP and Resale partners in assigned territory.
• Build pipeline with partners and drive revenue opportunities.
• Conduct partner training and ensure certification delivery.
• Collaborate with inside/field sales teams to support partner opportunities.
• Develop and execute a partner-focused business plan and campaigns.
• Maintain accurate partner and customer data in SFDC.

Skills

Channel partner management

Onboarding & enablement

CRM & forecasting

Negotiation skills

Presentation skills

Communication & interpersonal

Phone communication

Team selling

Bachelor’s Degree

Valid Passport

Education

Bachelor’s Degree

Job description

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We’re proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRN’s Products of the Year award in the inaugural Security Operations Platform category. Join a company that’s not only leading, but also shaping, the future of security operations. Our mission is simple: End Cyber Risk. We’re looking for a Partner Development Representative to be part of making this happen.

Responsibilities

Recruit, enable and manage MSP and Resale partners in assigned territory. Effectively articulate the requirements, expectations, and benefits of the Arctic Wolf Channel Program Building strong relationships with channel partners to generate revenue and opportunities Develop a cohesive business plan for the partners and execute effectively against that plan Team with channel partners to build pipeline and close deals (joint call out days, spiff, campaigns, etc.). Initiating lead generation programs with partners Achieve against a set of pre-agreed sales targets and KPI's on a monthly/quarterly/annual basis Ensure consistency in terms of the company’s channel sales strategy & execution Liaise between inside/field sales teams (and CAMs) to support identification and recruitment (where needed) of partners with experience in both Resale and MSP Building strong working relationships with sales, customer success and channel marketing Field and route inbound partnership requests appropriately (support new on-boarding processes) Provides impeccable support for assigned CAM teams and partners Capturing of accurate and complete partner and customer data in SFDC Outbound Calls: Work with assigned partners to generate prospective customers through channel campaigns and channel promotions and account mapping activities Promotes up-sell and new sales opportunities within partner’s existing and competitive accounts Provide marketing/sales collateral to partners with prospective clients Managing, administering and delivering certification training for partner sales and partner systems engineers Inbound Calls: Respond to partner requests and ensure proper field and inside sales alignment in partner end user opportunities Track/monitor /support partner pipeline Provide marketing/sales collateral and respond to channel inquiries regarding product, channel programs and channel promotions. Work with other Arctic Wolf sales resources to support identified opportunities Consistently articulate Arctic Wolf value proposition to assigned partners

Skills and Requirements

• Bachelor’s Degree
• Valid Passport
• Proven experience of managing channel partners in a technology environment
• Experience in facilitating onboarding and enablement activities for channel partners
• Knowledge of software/services channel ecosystems
• Familiarity with CRM and forecasting systems
• Strong Negotiation skills
• Strong Presentation skills
• Strong Communication and Interpersonal skills
• Excellent telephone communication skills
• Ability to thrive in a team selling environment

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 (2021-2024), Best Places to Work – USA (2021-2024), Great Place to Work – Canada (2021-2024), Great Place to Work – UK (2024), and Kununu Top Company – Germany (2024). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 7,000 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.

Values

Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good. We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here. We also believe and practice corporate responsibility, and have recently joined the Pledge 1% Movement, ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities.

Benefits

All wolves receive compelling compensation and benefits packages, including:

• Equity for all employees
• Flexible time off and paid volunteer days
• RRSP and 401k match
• 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

All wolves receive compelling compensation packages, benefits, and equity for employees.

Equal Opportunity Employer

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law.

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law.

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law.

Security Requirements

Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes and controls to protect the confidentiality, integrity and availability of AWN business information (in accordance with our employee handbook and corporate policies). Background checks are required for this position. This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations ("EAR"). Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these U.S. export control laws and regulations.

Base Salary

The base salary range for this job family is 43,800 to 97,500 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.

Additional Notes

If you’re excited about this role, but do not meet all of the qualifications listed above, we encourage you to apply. We review all applications.

If you require a reasonable accommodation for any part of the application or hiring process, you may make a request by calling the Arctic Wolf general contact number at 1-888-272-8429 and asking to speak to Recruiting, or by emailing [e-mail].