Channel Account Manager - Cybersecurity Partnerships

About the role

Arctic Wolf is looking for a Channel Account Manager (CAM) to build and promote its position as a worldwide leader in Security Operations through its partner community in an assigned territory. The CAM manages reseller partnerships under Arctic Wolf's channel programs, drives new business with assigned partners, trains them on offerings and go-to-market, and achieves sales, revenue and partner-recruitment targets. The role works cross-functionally with sales, marketing, product and technical teams.

Key responsibilities

• Build productive relationships with key personnel in assigned Select Partner accounts and plan their enablement and training
• Coordinate support, service and management resources to meet partner performance expectations
• Own accurate sales forecasting and update Salesforce
• Meet and exceed sales quotas and revenue goals, and recruit new qualifying partners
• Run joint partner planning and go-to-market plans with technology and ecosystem partners
• Track and drive partner-sourced and referred opportunities, and hold regular business reviews with partners
• Manage channel conflict and channel conflicts by following channel program guidelines
• Collaborate with marketing and field teams on partner-led events and campaigns

Required profile

• 2 years in a seat as CDM
• 3+ years of channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners and managing channel, technology alliance or ecosystem partner relationships
• Experience with the distribution channel model, sales forecasting, opportunity identification and closing
• Ability to thrive in a fast-paced, ever-changing environment
• Willingness to travel up to 50%

Required skills

• Excellent written and verbal communication and presentation skills
• Communication, conflict management and drive for results
• Salesforce

What we offer

• Base salary of 97,500 to 208,000 AUD annually, depending on skills, experience and location
• Variable incentive compensation, new hire equity grants and a comprehensive benefits package