[Hiring] Account Manager @Arctic Wolf

Role Description

As an Account Manager Managed Service Provider, you will own and grow a portfolio of Managed Service Provider (MSP) partners while driving new business opportunities across your territory. You will lead renewals, cross-sell and upsell initiatives, and end-to-end partner account management, enabling MSPs to expand their cybersecurity offerings and deliver greater value to their customers.

• Own and develop strategic relationships with a portfolio of MSP partners in Germany, serving as their primary point of contact and trusted advisor.
• Understand partners’ business objectives, go-to-market strategies, and growth priorities to drive long-term mutual success.
• Build and execute joint business plans designed to increase revenue, market penetration, and partner engagement.
• Drive new business acquisition, partner onboarding, and revenue growth within the MSP channel.
• Identify, develop, and close cross-sell and upsell opportunities across the cybersecurity portfolio.
• Manage the full sales cycle for assigned partners, including pipeline development, forecasting, negotiations, and deal closure.
• Lead contract renewal activities, ensuring high retention rates and minimizing churn through proactive account planning.
• Conduct regular business reviews with partners to assess performance, gather feedback, and align on future growth initiatives.
• Educate partners on new products, services, and enhancements, positioning our cybersecurity solutions as a strategic component of their offerings.
• Monitor partner performance through key metrics, including revenue growth, adoption, retention, and customer satisfaction.
• Collaborate closely with internal teams, including Partner Development Representatives (PDR), Security Services (S2), and Concierge Security Teams (CST), to ensure seamless execution and exceptional partner experience.
• Support and participate in partner-focused marketing and sales initiatives designed to increase awareness, demand generation, and solution adoption.
• Maintain accurate pipeline, opportunity, and account records within Salesforce (SFDC) and provide regular business updates to leadership.

Qualifications

• 3+ years of experience in account management, partner management, channel sales, or business development within the technology sector.
• Proven success in managing, growing, and retaining MSP, channel, or strategic partner accounts.
• Strong understanding of the MSP ecosystem, recurring revenue business models, and cybersecurity solutions.
• Demonstrated ability to achieve or exceed revenue, retention, and growth targets.
• Excellent relationship-building, communication, presentation, and negotiation skills.
• Experience using Salesforce (SFDC) or similar CRM platforms for pipeline and account management.
• Strong business acumen with the ability to identify growth opportunities and develop strategic account plans.
• Bachelor’s degree in Business, Marketing, Information Technology, or a related field; equivalent professional experience may be considered in lieu of a degree.
• Fluent in English and German.

Preferred Qualifications

• Experience selling cybersecurity, SaaS, cloud, or managed services solutions through channel and partner ecosystems.
• Experience working with MSPs, MSSPs, VARs, or other indirect sales partners.
• Knowledge of modern cybersecurity technologies, including endpoint security, vulnerability management, managed detection and response (MDR), or security operations.
• Experience in a high-growth technology or cybersecurity environment.

Benefits

• Equity for all employees
• 30 days annual leave, bank holidays, and paid volunteering days off
• Pension plan: BaV Direktversicherung
• Training and career development programs
• Robust Employee Assistance Program (EAP) with mental health service
• Family-forming benefits

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.
• Background checks are required for this position.
• This position may require access to information protected under U.S. export control laws and regulations.