Partner Development Representative

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the
** Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60
** lists, and we recently took home the
** 2024 CRN Products of the Year
** award. We’re proud to be named a
** Leader
* * in the
** IDC Market Scape
** for Worldwide Managed Detection and Response Services and earning a
** Customers' Choice
** distinction from
** Gartner Peer Insights**. Our
** Aurora Platform
** also received
** CRN’s Products of the Year
** award in the inaugural
** Security Operations Platform
** category. Join a company that’s not only leading, but also shaping, the future of security operations. Our mission is simple:
End Cyber Risk. We’re looking for a Partner Development Representative to be part of making this happen.
** Responsibilities:
*** Recruit, enable and manage MSP and Resale partners in assigned territory. Effectively articulate the requirements, expectations, and benefits of the Arctic Wolf Channel Program
* Building strong relationships with channel partners to generate revenue and opportunities
* Develop a cohesive business plan for the partners and execute effectively against that plan
* Team with channel partners to build pipeline and close deals (joint call out days, spiff, campaigns, etc.).
* Initiating lead generation programs with partners
* 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
* Liaise between inside/field sales teams (and CAMs) to support identification and recruitment (where needed) of partners with experience in both Resale and MSP
* Building strong working relationships with sales, customer success and channel marketing
* Field and route inbound partnership requests appropriately (support new on-boarding processes)
* Provides impeccable support for assigned CAM teams and partners
* Capturing of accurate and complete partner and customer data in SFDC
* Outbound Calls:  + Work with assigned partners to generate prospective customers through channel campaigns and channel promotions and account mapping activities  + Promotes up-sell and new sales opportunities within partner’s existing and competitive accounts  + Provide marketing/sales collateral to partners with prospective clients  + Managing, administering and delivering certification training for partner sales and partner systems engineers
* Inbound Calls:  + Respond to partner requests and ensure proper field and inside sales alignment in partner end user opportunities  + Track/monitor /support partner pipeline  + 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 assigned partners
** Skills and Requirements:
*** Bachelor’s Degree
* Valid Passport
* Proven experience of managing channel partners in a technology environment
* Experience in facilitating onboarding and enablement activities for channel partners
* Knowledge of software/services channel ecosystems
* Familiarity with CRM 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
** On-Camera Policy:
*** To support a fair, transparent, and engaging interview experience, candidates interviewing remotely are expected to be on camera during all video interviews.
* Being on camera fosters authentic connection, improves communication, and allows for full engagement from both candidates and interviewers.
* We understand that technical, bandwidth, or location-related challenges may occasionally prevent video use. If this applies, candidates are required to notify us in advance so we can explore appropriate accommodations.
**…