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

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

• 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
• Security Requirements:
• Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes, and controls to protect the confidentiality, integrity, and availability of AWN business information (in accordance with our employee handbook and corporate policies)
• 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”). Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these laws and regulations