Channel Account Manager

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 with experience in the Dutch and Belgian markets to be part of making this happen.

Position Overview and Objective

The Channel Account Manager (CAM) will build and promote the company’s position as the worldwide leader in Security Operations, specifically through the partner community within the assigned territory of the partner.

Must be a key contributor to the revenue growth of the territory and manage to the company growth targets. Accountable for managing reseller partnerships within the guidelines of Arctic Wolf channel programs within the geographic territory, spearheading new business development with assigned channel partners.

Will motivate, educate, and train the partners in Arctic Wolfs offerings, services, and go-to-market.

The CAM is responsible for achieving sales, revenue, and partner recruitment objectives.

Primary Responsibilities and Duties

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

• 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.

Key Skills

• Excellent written and verbal communication skills

• Excellent presentation skills

• Communication

• Conflict Management

• Drive for Results

• Excellent verbal and written communication skills in Dutch, French, and English

Minimum Qualifications

• 2 years in seat as CAM

• Experience in the Dutch and Belgian markets

• Proven record of success

• 3+ years channel sales and territory management in security operations 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.

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. 

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.

Have we sparked your interest? Then send us your CV and your references.

Originally posted on Himalayas