Channel Development Manager - Distribution

Arctic Wolf

Arctic Wolf

Posted on Saturday, June 29, 2024

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 a Channel Development Manager – Distribution to be part of making that happen.


  • Building strong relationships with distribution and channel partners to generate revenue and opportunities
  • Primary liaison to Distributor licensing and operations management teams
  • Ensures operational efficiencies with quoting, ordering, invoicing, SKU management and renewals management
  • Executes effectively against a cohesive business plan with distributors
  • Team with distribution reps to effectively recruit partners who meet Arctic Wolf’s partner profile; based on territory, market segment and coverage needs.
  • Initiating end user lead generation programs through distribution
  • Achieve against a set of pre-agreed sales targets and KPI's on a monthly/quarterly/annual basis
  • Ensure consistency in terms of the company’s channel sales strategy & execution
  • Building strong working relationships with sales, customer success, channel peers and channel marketing
  • Provides impeccable support for assigned team and partners
  • 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 client
    • 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.
    • Work with other Arctic Wolf sales resources to support identified opportunities
    • Consistently articulate Arctic Wolf value proposition to distribution teams and prospective partners

Required Skills and Experience:

  • Bachelor’s Degree
  • Proven experience of managing channel partners or distribution in a technology environment
  • Experience in facilitating onboarding and enablement activities for channel partners
  • Knowledge of software/services channel ecosystems
  • Familiarity with and forecasting systems
  • Strong Negotiation skills
  • Strong Presentation skills
  • Strong Communication and Interpersonal skills
  • Excellent telephone communication skills
  • Ability to thrive in a team selling environment

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).

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
  • 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

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

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.