Distribution Account Manager

Yesterday

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Arctic Wolf

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Cybersecurity • Security Information Event Management • Managed Security Operations Center • Managed Security Services • Big Data Security

1001 - 5000 employees

Founded 2012

Description

• 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.

Requirements

• 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

Benefits

• Equity for all employees • Bonus or commission pay based on role • Flexible time off, paid volunteer days and paid parental leave • 401k match • Medical, Dental, and Vision insurance • Health Savings and Flexible Spending Agreement • Voluntary Legal Insurance • Training and career development programs