Distribution Account Manager

Arctic Wolf

2d

About The Position

The Distribution Account Manager at Arctic Wolf will be the primary liaison to our Distributor Partners. You will develop and execute a distributors plan with variable rebates and goals.

Requirements

• Successful sales experience with a channel-focused company and 2-tier distributors
• Proven track record of successful product management within a 2-tier model
• Knowledge of cybersecurity technology and leverage within a 2-tier model
• Ability to adapt to changes in roles and responsibilities and work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter
• Analytical thinker with proven ability to metric and govern
• Decision-making implications extend to multiple functions and/or businesses and impact the business directly
• Excellent verbal and written communication skills

Responsibilities

• Develop executive level relationships within the distributors.
• Manage relationships in a highly leveraged, matrixed environment with indirect reports.
• Develop goals that are measurable and drive productivity within our distributors.
• Conduct impactful QBRs with meaningful and measurable action items, as well as follow-up.
• Achieve revenue targets and goals for the distributors.
• Train and enable distributor sales teams and overlay personnel on Arctic Wolf solutions and Partner Program.
• Work across all business units both internally at Arctic Wolf and within distributors for operational efficiencies.
• Work closely with Alliances teams internally and within distributors to achieve regional goals.
• Driving demand: Work with distribution partners to generate prospective customers through channel campaigns and channel promotions and account mapping activities.
• Work with distribution to promotes up-sell and new sales opportunities within a channel partner’s existing and competitive accounts.
• Work with distribution to provide marketing/sales collateral to partners with prospective clients.
• Managing, administering and delivering certification training for distributor/partner sales and distributor/partner systems engineers.
• Onboarding and Enablement: Respond to partner requests that come from distribution and ensure proper field and inside sales alignment in partner end user opportunities.
• Track/monitor/support pipeline through distribution.
• Provide marketing/sales collateral and respond to channel inquiries regarding product, channel programs and channel promotions.
• Drives all aspects of business development and sales enablement initiatives and works with Director of Distribution to drive final account decisions.
• Develops recommendation from complex data and business analyses and formulates them into business plans.
• Leads and executes highly complex, time sensitive projects; identifies and recommends solutions for multifaceted operational and programmatic problems for specific account.
• Leads efforts to develop innovative business models and analyses to support multiple, large projects.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed