Channel Account Manager (Mid-Atlantic)

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. 

Our mission is simple: End Cyber Risk. We’re looking for a Channel Account Manager to be a part of making this happen.

Location

This is a remote role but must be based out of Maryland, DC, VA, or PA.

About the Role

The CAM will lead the strategy and manage activities with Regional Channel partners to identify and grow sales opportunities for AWN. They will lead the channel engagement strategy for the region.

Responsibilities

• Establish productive, professional relationships with key personnel in assigned Select Partner level account.

• Build a plan for partner enablement and training in assigned territory for key partner(s).

• Coordinates the involvement of company personnel, including support, service, and management resources in order to meet partner performance objectives and partner’s expectations.

• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update Salesforce accordingly. Meet and exceed sales quotas and revenue goals.

• Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g., training certification) in conjunction with Distribution resources (sales, support, etc.).

• Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Arctic Wolf’s channel program guidelines.

• Drives sales of new technology adoption in assigned territory.

• Proactively recruits new qualifying partners.

Who You Are​

• Excellent written and verbal communication skills

• Excellent presentation skills

• Skilled in Conflict Management

• Drive for Results​​

Minimum Qualifications

• 3+ years channel sales and territory management in networking or security sectors

• Experience building business and marketing plans with partners.

• Experience with the Distribution channel model

• Experience in sales forecasting, opportunity identification and drive to close

• Candidate must thrive in a fast-paced, ever-changing environment.

On-Camera Policy

• To support a fair, transparent, and engaging interview experience, candidates interviewing remotely are expected to be on camera during all video interviews.

• Being on camera fosters authentic connection, improves communication, and allows for full engagement from both candidates and interviewers.

• We understand that technical, bandwidth, or location-related challenges may occasionally prevent video use. If this applies, candidates are required to notify us in advance so we can explore appropriate accommodations.

About Arctic Wolf

At Arctic Wolf, we foster a collaborative and inclusive work environment that thrives on diversity of thought, background, and culture. This is reflected in our multiple awards, including Top Workplace USA (2021-2024), Best Places to Work – USA (2021-2024), Great Place to Work – Canada (2021-2024), Great Place to Work – UK (2024), and Kununu Top Company – Germany (2024). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 7,000 customers worldwide and more than 2,000 channel partners globally. As we continue to expand globally and enhance our technology, Arctic Wolf remains the most trusted name in the industry. 

Our Values  

Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good.  

We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here.   

We also believe and practice corporate responsibility, and have recently joined the Pledge 1% Movement, ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities.  

All wolves receive compelling compensation and benefits packages, including:  

• 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 

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law. Arctic Wolf is committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our entire employee experience as accessible as possible and provide accommodations as required for candidates and employees with disabilities and/or other specific needs where possible. Please let us know if you require any accommodations by emailing [email protected].  

Security Requirements  

• Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes, and controls to protect the confidentiality, integrity, and availability of AWN business information (in accordance with our employee handbook and corporate policies).

• Background checks are required for this position.

• This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (“EAR”). Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these laws and regulations.