Arctic Wolf · 6 hours ago

Distribution Account Manager

United States

Full-time

Remote

Mid Level

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Cyber SecurityInformation Technology

Growth Opportunities

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Responsibilities

Primary liaison to Distributor Partners.

Develop and execute distributors plan with variable rebates and goals.

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.

Qualification

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Sales experienceProduct managementCybersecurity knowledge

Required

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