Alliance Manager, Arctic Wolf

• 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
• At least two (2) years in a Technology Alliances (Business Development, Strategic Alliances), Channel Management, or Security Seller roles
• Willing and able to travel up to 40%

Desirable

• The Alliance Manager will contribute to our Alliances team by developing and managing the strategy and execution of Arctic Wolf’s Tech Partner ecosystem go-to-market motions
• Craft joint value content and establish Go-To-Market GTM) strategies for Arctic Wolf’s largest and most strategic technology integration partnerships to help drive incremental revenue for both sales teams
• Establish, and track success against the correct metrics and KPIs, and work in partnership with the rest of the Alliances team to set appropriate growth and investment strategy
• Work with Product Management and Engineering to handle any customer escalations and to develop the roadmap for existing and future integrations with named technology partners
• 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