Partner Development Representative

At 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 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

• 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 leave

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 recruiting@arcticwolf.com.

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.