Alliance Manager
Arctic Wolf
full-time
Posted on:
Location Type: Hybrid
Location: North Carolina • United States
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About the role
- Develop and execute go-to-market (GTM) strategy with an Arctic Wolf Alliance partner Amazon Web Services.
- 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 AWS ISM's, XSM's, PSM's and associated sales leaders 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 AWS sellers, ensuring that every regional team has a strategy to engage with AWS
- 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 with AWS.
Requirements
- 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
Benefits
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
go-to-market strategychannel managementbusiness developmentstrategic alliancestechnology partner agreementsmarketing plansKPI understandingGTM planscloud security technologiesvulnerability management
Soft Skills
communication skillsrelationship buildingexecutive alignmentpresentation skillscollaborationstrategic engagementreportingcontent creationevent coordinationbusiness cadence