Alliance Manager

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🔥 12 hours ago

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Arctic Wolf

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2012

The cybersecurity industry has an effectiveness problem. Every year new technologies, vendors, and solutions emerge, and yet despite this constant innovation we continue to see high profile breaches in the headlines. All organizations know they need better security, but the dizzying array of options leave resource-constrained IT and security leaders wondering how to proceed. At Arctic Wolf, our mission is to End Cyber Risk through effective security operations. To achieve this, we believe that organizations must do three key things:

📋 Description

• 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 • Bonus or commission pay based on role • Flexible time off and paid parental leave • Training and career development programs