[Hiring] Channel Account Manager @Arctic Wolf

Role Description

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 Wolf's offerings, services, and go-to-market. The CAM is responsible for achieving sales, revenue, and partner recruitment objectives.

Responsibilities

• 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).
• Coordinate the involvement of company personnel, including support, service, and management resources 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 lead a joint partner planning process that develops mutual performance objectives, critical milestones (e.g., training certification) in conjunction with Distribution resources (sales, support, etc.).
• Manage potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Arctic Wolf’s channel program guidelines.
• Drive sales of new technology adoption in assigned territory.
• Proactively recruit new qualifying partners.

Qualifications

• 2+ years in seat as a CAM, or relevant experience as a 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.
• Required to travel 20-30% of the time.

Preferred Qualifications

• Channel experience in cybersecurity.

Benefits

• Equity for all employees.
• Bonus or commission pay based on role.
• Flexible time off and paid parental leave.
• Training and career development programs.

Security Requirements

• Conduct 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, including the Export Administration Regulations (“EAR”).

Salary Information

The base salary range for this job family is 97,500 to 208,000 AUD 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.