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 MarketScape 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.

About the role

Our mission is simple: End Cyber Risk. We’re looking for a Partner Development Representative to recruit, enable, and manage MSP and Resale partners in an assigned territory, driving revenue and opportunities through strong channel relationships.

Responsibilities

• Recruit, enable, and manage MSP and Resale partners in assigned territory
• Articulate the requirements, expectations, and benefits of the Arctic Wolf Channel Program
• Build strong relationships with channel partners to generate revenue and opportunities
• Develop and execute a cohesive business plan for partners
• Team with channel partners to build pipeline and close deals (joint call-out days, spiffs, campaigns, etc.)
• Initiate lead generation programs with partners
• Achieve pre-agreed sales targets and KPIs on a monthly, quarterly, and annual basis
• Ensure consistency in the company’s channel sales strategy and execution
• Liaise between inside/field sales teams and CAMs to support identification and recruitment of partners experienced in Resale and MSP
• Build strong working relationships with sales, customer success, and channel marketing teams
• Field and route inbound partnership requests, supporting new on-boarding processes
• Provide impeccable support for assigned CAM teams and partners
• Capture accurate and complete partner and customer data in SFDC
• Work with assigned partners to generate prospective customers through channel campaigns, promotions, and account mapping activities
• Promote up-sell and new sales opportunities within partner’s existing and competitive accounts
• Provide marketing/sales collateral to partners with prospective clients
• Manage, administer, and deliver certification training for partner sales and systems engineers
• Respond to partner requests and ensure proper field and inside sales alignment in partner end-user opportunities
• Track, monitor, and support partner pipeline
• Provide marketing/sales collateral and respond to channel inquiries regarding product, channel programs, and promotions
• Work with other Arctic Wolf sales resources to support identified opportunities
• Consistently articulate the Arctic Wolf value proposition to assigned partners

Requirements

• Bachelor’s Degree
• Valid Passport
• Proven experience 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, presentation, and communication 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.

About Arctic Wolf

At Arctic Wolf, we foster a collaborative and inclusive work environment that thrives on diversity of thought, background, and culture. This is reflected in our multiple awards, including Top Workplace USA (2021-2024), Best Places to Work – USA (2021-2024), Great Place to Work – Canada (2021-2024), Great Place to Work – UK (2024), and Kununu Top Company – Germany (2024). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 7,000 customers worldwide and more than 2,000 channel partners globally.

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 perspectives all employees bring to the organization. We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program, encouraging employees to join or create alliances. We also practice corporate responsibility and have joined the Pledge 1% Movement to give back to our community.

Benefits

• Compelling compensation packages, including equity for all employees
• Flexible time off and paid volunteer days
• RRSP and 401k match
• Training and career development programs
• Comprehensive private benefits plan including medical, mental health, dental, disability, life, and AD&D insurance, plus value-added services
• Robust Employee Assistance Program (EAP) with mental health services
• Fertility support and paid parental leave

Pay

The base salary range for this job family is $43,800 to $97,500 USD annually. This range reflects the base pay the company reasonably expects to offer for this position, aligned to the broader job family base pay structure. Actual base pay may vary based on skills, experience, and location, including job family level. In addition to base pay, Arctic Wolf offers variable incentive compensation, new hire equity grants, and a comprehensive benefits package.

Security Requirements

• Conduct duties in accordance with Arctic Wolf’s Information Security policies, standards, processes, and controls to protect the confidentiality, integrity, and availability of business information
• Background checks are required for this position
• This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (“EAR”). An offer for employment will be conditioned on authorization to receive software or technology controlled under these laws if applicable