Alliance Manager

This is a fully remote position, open to applicants in Australia.

📋 Description

• Create and implement a go-to-market (GTM) strategy in collaboration with Arctic Wolf Alliance partner Amazon Web Services.

• The GTM strategy will encompass direct seller channel and reseller engagement mappings.

• Monitor and consistently report on success metrics, including referrals to and from Arctic Wolf, current ARR in the pipeline, and details of closed-won and closed-lost deals.

• Develop a business rhythm with AWS ISMs, XSMs, PSMs, and related sales leaders, which includes Quarterly Business Reviews (QBRs) and ongoing executive alignment.

• Create relevant internal materials to empower Arctic Wolf sellers regarding the advantages of partner solutions, as well as to assist partner sellers in understanding the benefits of Arctic Wolf solutions.

• Cultivate strong relationships with individual Arctic Wolf and AWS sellers, ensuring that every regional team has a strategy for engaging with AWS.

• Participate in industry events and collaborate with marketing on field events for selected ecosystem partners.

• Work alongside Alliances leadership to define criteria for prospective Technology Partners to enhance Arctic Wolf's GTM strategy with AWS.

⛳️ Requirements

• A minimum of two (2) years of experience in Technology Alliances (Business Development, Strategic Alliances), Channel Management, or Security Seller roles.

• Experience with Technology Partner Agreements, referral agreements, and crafting strategic engagement business and marketing plans.

• Knowledge of enterprise software and SaaS sales models, including the Reseller Channel and Distribution partnerships.

• Demonstrated ability to comprehend company KPIs and develop joint GTM plans with Technology Partners to advance company objectives.

• Familiarity with market players and trends in various areas, including MDR, EDR, Cloud Security technologies and their implications, vulnerability management, security infrastructure, and compliance and GRC tools.

• Strong and clear communication skills, particularly in delivering presentations using slideware.

🏝️ Benefits

• Equity for all employees.

• Bonus or commission pay based on role.

• Flexible time off and paid parental leave.

• Training and career development programs.