Channel Development Manager (Remote-Austin Texas)

Arctic Wolf

3d • Remote

About The Position

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. Location: This role is remote but you must be located in the Austin Texas Area. About the Role: The Channel Development Manager for SHI is responsible for driving national-level growth, enablement, and strategic alignment with SHI across the U.S. This role develops and executes a comprehensive partner plan designed to increase revenue, expand solution adoption, and strengthen field engagement between Arctic Wolf and SHI. The ideal candidate is a self-motivated, relationship-driven channel leader with experience managing large national partners, building scalable programs, and accelerating pipeline through coordinated sales motions.

Requirements

• Bachelor’s Degree or equivalent experience
• Proven success managing national-level channel partners
• Experience driving partner enablement at scale
• Knowledge of security, SaaS, or managed services ecosystems
• Strong communication, presentation, and negotiation skills
• Strong CRM and forecasting proficiency

Nice To Haves

• Experience supporting SHI directly
• Understanding of SHI operational systems, sales structure, and marketing programs
• Previous experience in cybersecurity or security operations

Responsibilities

• Strategic Partner Management – SHI • Build and maintain strong executive, sales, operations, and marketing relationships across SHI’s national organization.
• Develop and execute a National Partner Business Plan focused on revenue growth, training, field alignment, solution attach, and operational excellence.
• Establish joint quarterly business reviews (QBRs) with SHI leadership to track KPIs, forecast performance, and align on priorities.
• Sales Pipeline Growth & Execution • Drive joint pipeline creation through SHI sellers by executing coordinated call-out days, sales blitzes, targeted account lists, and incentive programs.
• Collaborate with SHI inside sales, field sales, and pre-sales engineering to identify, co-sell, and close opportunities.
• Create repeatable sales motions and playbooks to increase adoption of Arctic Wolf solutions within SHI’s account base.
• Enablement & Training • Lead ongoing onboarding, training, and certification efforts across SHI teams.
• Ensure SHI sellers are fully enabled to articulate Arctic Wolf’s value proposition, competitive differentiation, and security outcomes.
• Partner with SHI’s training and development teams to integrate Arctic Wolf content into their learning ecosystem.
• Marketing & Demand Generation • Coordinate with Arctic Wolf Channel Marketing and SHI marketing teams to create integrated demand-gen programs, webinars, campaigns, and events.
• Manage MDF planning and utilization to maximize lead generation and partner activation.
• Operational Excellence • Ensure deal registrations, quoting, and operational transactions run smoothly across both organizations.
• Maintain strong alignment with Arctic Wolf’s internal sales, customer success, channel marketing, and operations teams.
• Track, forecast, and report on SHI-specific pipeline, performance, and KPIs.
• Brand & Value Prop Advocacy • Represent Arctic Wolf’s value to all levels within SHI, ensuring message consistency and clarity.
• Serve as the internal advocate for SHI within Arctic Wolf, ensuring partner needs are addressed quickly and collaboratively.

Benefits

• Equity for all employees
• Flexible time off and paid volunteer days
• Training and career development programs
• Comprehensive private benefits plan including medical, mental health, dental, disability, and value-added services
• Robust Employee Assistance Program (EAP) with mental health service
• Fertility support and paid parental leave
• Superannuation Fund that Arctic Wolf pays into

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level