Alliance Manager

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

📋 Description

• Formulate and implement a go-to-market strategy in collaboration with Amazon Web Services and other leading Technology Alliance Partners.

• Monitor and consistently report on success indicators, including referred opportunities, Annual Recurring Revenue (ARR) in the pipeline, and both closed-won and closed-lost deals.

• Establish a regular business engagement with AWS Partner Success Managers and related sales leaders, incorporating Quarterly Business Reviews and executive alignment.

• Create internal resources to empower Arctic Wolf sellers on partner solutions and partner sellers on Arctic Wolf offerings.

• Foster relationships with Arctic Wolf and AWS sales teams, ensuring that every regional team implements an AWS engagement strategy.

• Participate in industry events and coordinate field activities with marketing for selected ecosystem partners.

• Collaborate with Alliances leadership to define criteria for future Technology Partners.

• Engage with Product Management and Engineering regarding customer escalations and integration roadmaps.

• Develop and oversee the go-to-market strategy and execution for Arctic Wolf's Technology Partner ecosystem.

• Create joint value content and formulate go-to-market strategies for strategic technology integration partnerships.

⛳️ Requirements

• Candidates must reside in the north central or western regions of the U.S.

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

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

• Demonstrated ability to comprehend company KPIs and develop joint go-to-market plans alongside Technology Partners.

• Familiarity with Managed Detection and Response (MDR), Endpoint Detection and Response (EDR), Cloud Security technologies, vulnerability management, security infrastructure, and compliance and Governance, Risk, and Compliance (GRC) tools.

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

• A minimum of two years’ experience in Technology Alliances, Business Development, Strategic Alliances, Channel Management, or Security Sales roles.

• Must be willing and able to travel up to 40% of the time.

• Previous experience with AWS and channel partners is highly preferred.

• Candidates participating in remote interviews are required to be on camera during all video sessions.

• Background checks will be conducted.

• Offers may be contingent upon authorization to access software or technology regulated under U.S. export control laws and regulations, if applicable.

🏝️ Benefits

• Equity for all employees.

• Flexible time off and paid volunteer days.

• 401k match.

• Training and career development programs.

• Comprehensive private benefits plan, including medical, mental health, dental, disability, life insurance, AD&D, and additional value-added services.

• Extensive Employee Assistance Program (EAP) providing mental health services.

• Fertility support and paid parental leave.

• Variable incentive compensation.

• New hire equity grants.

• Accommodations for candidates and employees with disabilities and/or other specific needs where feasible.