Channel Account Manager

Global Job Code: SACHP3
Job Level: P3

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. In addition, the CAM will develop and manage relationships with selected
technology and ecosystem partners, driving joint go-to-market initiatives, partner
enablement, referral opportunities, and field engagement activities that create
incremental pipeline and revenue growth. The role will collaborate cross-functionally
with sales, marketing, product, and technical teams to expand Arctic Wolf's presence
within the broader cybersecurity ecosystem.

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.).
Develop and execute joint go-to-market plans with assigned technology and ecosystem
partners.
Build and maintain relationships with key sales, technical, and executive stakeholders
within assigned technology and ecosystem partners.
Identify, track, and drive partner-sourced and partner-referred opportunities to
accelerate pipeline and revenue growth.
Establish regular business reviews and strategic planning sessions with assigned
ecosystem partners and measure success against agreed objectives.
Collaborate with marketing and field teams to execute partner-led events, campaigns,
and joint customer engagement activities.
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
Excellent written and verbal communication skills
Excellent presentation skills
Key Competencies
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 networking or security sectors
Experience building business and marketing plans with partners.
Experience managing channel, technology alliance, or ecosystem partner relationships.
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.

Preferred Qualifications
Environment and Physical Demands
Work is primarily sedentary in nature and can be executed sitting or standing positions
in an office environment.
Requires ability to utilize technology related to using a keyboard, verbal communication,
and work with device screens which require visual acuity.
If located in a company office, often requires the mobility to physically navigate the
space.
In the event of business travel, mobility sufficient to utilize public and private transport
and navigate to essential locations.
May include moving or lifting of 25 pounds or less (e.g., office chair, reams of paper).

Travel Requirements
Willingness to travel up to 50%