Channel Account Manager

Channel Account Manager

Position Overview and Objective

The Channel Account Manager (CAM) will build and promote the company's position as

the worldwide leader in Security Operations, specifically through the partner community

within the assigned territory of the partner.

Must be a key contributor to the revenue growth of the territory and manage to the

company growth targets. Accountable for managing reseller partnerships within the

guidelines of Arctic Wolf channel programs within the geographic territory, spearheading

new business development with assigned channel partners.

Will motivate, educate, and train the partners in Arctic Wolfs offerings, services, and go-

to-market.

The CAM is responsible for achieving sales, revenue, and partner recruitment

objectives. In addition, the CAM will develop and manage relationships with selected

technology and ecosystem partners, driving joint go-to-market initiatives, partner

enablement, referral opportunities, and field engagement activities that create

incremental pipeline and revenue growth. The role will collaborate cross-functionally

with sales, marketing, product, and technical teams to expand Arctic Wolf's presence

within the broader cybersecurity ecosystem.

Primary Responsibilities and Duties

Establish productive, professional relationships with key personnel in assigned Select

Partner level account.

Build a plan for partner enablement and training in assigned territory for key partner(s).

Coordinates the involvement of company personnel, including support, service, and

management resources in order to meet partner performance objectives and partner's

expectations.

Assume full responsibility for accurate sales forecasting by demonstrating an in-depth

knowledge of sales cycle and update Salesforce accordingly.

Meet and exceed sales quotas and revenue goals.

Proactively leads a joint partner planning process that develops mutual performance

objectives, critical milestones (e.g., training certification) in conjunction with Distribution

resources (sales, support, etc.).

Develop and execute joint go-to-market plans with assigned technology and ecosystem

partners.

Build and maintain relationships with key sales, technical, and executive stakeholders

within assigned technology and ecosystem partners.

Identify, track, and drive partner-sourced and partner-referred opportunities to

accelerate pipeline and revenue growth.

Establish regular business reviews and strategic planning sessions with assigned

ecosystem partners and measure success against agreed objectives.

Collaborate with marketing and field teams to execute partner-led events, campaigns,

and joint customer engagement activities.

Manages potential channel conflict by fostering excellent communication internally and

externally and through strict adherence to Arctic Wolf's channel program guidelines.

Drives sales of new technology adoption in assigned territory.

Proactively recruits new qualifying partners.

Key Skills

Excellent written and verbal communication skills

Excellent presentation skills

Key Competencies

Communication

Conflict Management

Drive for Results

Minimum Qualifications

2 years in seat as CDM

Proven record of success

3+ years channel sales and territory management in networking or security sectors

Experience building business and marketing plans with partners.

Experience managing channel, technology alliance, or ecosystem partner relationships.

Experience with the Distribution channel model

Experience in sales forecasting, opportunity identification and drive to close

Candidate must thrive in a fast-paced, ever-changing environment.

Preferred Qualifications

Environment and Physical Demands

Work is primarily sedentary in nature and can be executed sitting or standing positions

in an office environment.

Requires ability to utilize technology related to using a keyboard, verbal communication,

and work with device screens which require visual acuity.

If located in a company office, often requires the mobility to physically navigate the

space.

In the event of business travel, mobility sufficient to utilize public and private transport

and navigate to essential locations.

May include moving or lifting of 25 pounds or less (e.g., office chair, reams of paper).

Travel Requirements

Willingness to travel up to 50%