Arctic Wolf · 14 hours ago

Alliance Manager

United States

Full-time

Remote

Entry, Mid Level

2+ years exp

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Cyber SecurityInformation Technology

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Responsibilities

Develop and execute go-to-market (GTM) strategy with a named list of Arctic Wolf Ecosystem (Technology) Partners. GTM strategy to include direct seller channel/reseller engagement maps.

Track and regularly report on success metrics, including opportunities referred to and from Arctic Wolf, current ARR in pipeline, and closed-won and closed-lost deals.

Establish a business cadence with named partners, including Quarterly Business Reviews (QBRs) and regular executive alignment

Build appropriate internal content to enable Arctic Wolf sellers on the benefits of partner solutions, and to enable partner sellers on the benefits of Arctic Wolf solutions

Build deep relationships with individual Arctic Wolf and partner sellers, ensuring that every regional team has a strategy to engage with Ecosystem Partners

Attend industry events and coordinate with marketing on field events for select ecosystem partners

Partner with Alliances leadership to establish criteria for future / potential Technology Partners to expand Arctic Wolf GTM.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

GTM strategyTechnology partnershipsSaaS sales modelsMDR technologiesEDR technologiesCloud SecurityVulnerability managementCompliance toolsTechnology Partner AgreementsStrategic engagement plansChannel Management

Required

At least two (2) years in a Technology Alliances (Business Development, Strategic Alliances), Channel Management, or Security Seller roles.

Experience with Technology Partner Agreements, referral agreements, and building strategic engagement business and marketing plans.

Familiarity with enterprise software and SaaS sales models, including the Reseller Channel and Distribution partnerships.

Proven ability to understand company KPIs, and build joint GTM plans with Technology Partners to further company goals.

Familiarity with market participants and trends in several of the following: MDR, EDR, Cloud Security technologies and implications, vulnerability management, security infrastructure, and compliance and GRC tools.

Compelling and succinct communication skills especially presenting with slideware.