Partner Development Representative

Arctic Wolf; Eden Prairie, Northern (MN, KY); Hybrid; USD 44,000 - 98,000; Full time

Benefits offered by this job

Equity for all employees

Flexible time off

401k match

Training & career development

Private benefits plan

Employee Assistance Program

Job summary

Arctic Wolf is seeking a Partner Development Representative in Eden Prairie, MN, to recruit and enable MSP and resale partners. You will build joint business plans, drive pipeline, and coordinate with inside/field sales to close deals.

The role requires experience managing technology channel partners, strong presentation and negotiation skills, and a willingness to travel as needed. A Bachelor’s degree is required and the company offers a competitive compensation package.

Qualifications

• Bachelor’s degree required with background in channel or partner sales.
• Experience enabling onboarding and enablement for channel partners.
• Strong negotiation, presentation and communication skills.

Responsibilities

• Recruit, enable and manage MSP and Resale partners in the assigned territory.
• Build pipeline with partners and drive joint campaigns to close deals.
• Provide marketing collateral and coordinate channel promotions with partners.
• Track partner performance and ensure alignment with sales goals.

Skills

Channel partner management

CRM proficiency

Sales forecasting

Negotiation

Presentation skills

Communication

Education

Bachelor’s Degree

Tools

SFDC (Salesforce)

CRM software

Forecasting systems

Job description

## Partner Development RepresentativeApplylocations: Eden Prairie, MN, USAtime type: Full timeposted on: Posted Yesterdayjob requisition id: R26\_888At 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.Our ValuesArctic 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.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 leaveArctic 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 committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our entire employee experience as accessible as possible and provide accommodations as required for candidates and employees with disabilities and/or other specific needs where possible. Please let us know if you require any accommodations by emailing [e-mail].**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.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.At Arctic Wolf, we recognize that success comes from delighting our customers. We believe in being lean – in constantly building, measuring, and learning in all aspects of our business. We truly value people. All wolves are welcome to join the Arctic Wolf pack, with compelling compensation packages, benefits, and equity for employees.Arctic Wolf is focused on building a workforce that is diverse and inclusive. 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.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 committed to fostering a welcoming, accessible, respectful and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our recruitment, assessment and selection processes as accessible as possible and provide accommodations as required for applicants with disabilities. 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].