Ready to further your career in the fast-paced, exciting world of cyber security?
Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. We have won countless awards for our excellence in security operations and remain dedicated to providing an industry-leading customer and employee experience.
Our mission is simple: End Cyber Risk. We’re looking for an Alliance Specialist to be a part of making this happen.
ABOUT THE ROLE
Are you an Alliance Specialist looking to drive meaningful impact to revenue and strategy at a high-growth, high-valuation late-stage startup? Have you worked as a Channel Manager and want to try the Tech Partnership angle? Have you spent time in the trenches as a security or IT infrastructure seller, building meaningful relationships with customers and partners alike, and are interested in the partner perspective? This is an amazing opportunity for you!
Reporting to the Director of CSP Alliances, this Alliance Specialist will be an integral part of the Alliances team. You will make a difference by supporting and accelerating the strategy and execution of Arctic Wolf’s CSP go-to-market motions.
The Arctic Wolf Security Operations Platform integrates with a range of industry-leading security tools. The Alliance Specialist will craft joint value content and establish Go-To-Market (GTM) strategies for Arctic Wolf’s largest and most strategic technology integration partnerships to help drive incremental revenue for both sales teams.
You will help establish, and track success against the correct metrics and KPIs, and work in partnership with the rest of the Alliances team to set appropriate growth and investment strategy.
The Alliance Specialist will work with Product Management and Engineering to handle any customer escalations and to develop the roadmap for existing and future integrations with named technology partners.
Support and execute go-to-market (GTM) strategy with a named list of CSP (AWS and MSFT) Partners.
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 named partner reps and sales leaders in support of regional Alliance Managers, including Quarterly Business Reviews (QBRs).
Build appropriate internal content to enable Arctic Wolf sellers on the benefits of the co-sell motion with CSP’s, and to enable CSP sellers on the benefits of Arctic Wolf solutions
Support Alliance Managers in building deep relationships with individual Arctic Wolf and partner sellers, ensuring that every regional team has a strategy to engage with CSPs
As needed by Alliance Managers, attend industry and partner events and coordinate with marketing on field events for CSP partners.
Assist in the management and maintenance of the AWS ACE portal and other alliance related programs associated with a global CSP relationship.
Assist in Marketplace deal processing, sales and operations work as needed.
The role will require travel, some of which may be international.
KEY SKILLS & REQUIREMENTS
Ideal candidates have a background in Security Technology Alliances, Channel Management, or Direct Security Sales
At least two (2) years in a Technology Alliances (Business Development), Channel, or Security Seller roles.
Experience with SDR focused scaling platforms such as Outreach.io or SalesLoft.
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 CSP 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
ABOUT ARCTIC WOLF
At Arctic Wolf we’re cultivating a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures, and ideas to make our teams even stronger as we grow globally. We’ve been named one of the 50 Most Innovative Companies in the world for 2022 (Fast Company)—and the 2nd Most Innovative Security Company. This is in addition to consecutive awards from Top Workplace USA (2021, 2022), Best Places to Work - USA (2021, 2022) and Great Place to Work - Canada (2021, 2022).
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
Bonus or commission pay based on role
Flexible time off, paid volunteer days and paid parental leave
Medical, Dental, and Vision insurance
Health Savings and Flexible Spending Agreement
Voluntary Legal Insurance
Training and career development programs
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 firstname.lastname@example.org.
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.
Come join the Pack during this exciting time of rapid growth where every employee makes a difference and their contributions are recognized and rewarded.