Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. We have won countless awards for our excellence in security operations and remain dedicated to providing an industry-leading customer and employee experience.
Our mission is simple: End Cyber Risk. We’re looking for an in territory Channel Account Manager to cover part of Australia and help us make that happen.
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.
Location: will work remote, but must be located in either Sydney or Melbourne, Australia
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.).
- 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/Competencies
- Excellent written and verbal communication skills
- Excellent presentation skills
- 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 infrastructure, networking or security sectors
- Experience building business and marketing plans with partners.
- 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.
- Will need to travel 20-30% of the time
About Arctic Wolf
At Arctic Wolf we’re cultivating a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures, and ideas to make our teams even stronger as we grow globally. We’ve been named one of the 50 Most Innovative Companies in the world for 2022 (Fast Company)—and the 2nd Most Innovative Security Company. This is in addition to consecutive awards from Top Workplace USA (2021, 2022), Best Places to Work - USA (2021, 2022) and Great Place to Work - Canada (2021, 2022).
Our 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.
All wolves receive compelling compensation and benefits packages, including:
- Equity for all employees
- Bonus or commission pay based on role
- Flexible time off, paid volunteer days and paid parental leave
- Voluntary Legal Insurance
- Training and career development programs
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 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 [email protected].
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.
