Channel Distribution Manager

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

📋 Description

• Cultivate executive-level relationships with distributors.

• Oversee relationships in a highly leveraged, matrixed setting with indirect reports.

• Establish measurable goals that enhance productivity among our distributors.

• Conduct impactful Quarterly Business Reviews (QBRs) with significant and measurable action items, alongside follow-up activities.

• Meet revenue targets and objectives for the distributors.

• Train and empower distributor sales teams and overlay personnel on Arctic Wolf solutions and the Partner Program.

• Collaborate across all business units both internally at Arctic Wolf and with distributors to achieve operational efficiencies.

• Partner closely with internal Alliances teams and those within distributors to reach regional objectives.

• Drive demand by collaborating with distribution partners to generate potential customers through channel campaigns, promotions, and account mapping activities.

• Work with distribution to promote up-sell and new sales opportunities within existing and competitive accounts of channel partners.

• Collaborate with distribution to provide marketing and sales collateral to partners for prospective clients.

• Manage, administer, and deliver certification training for distributor/partner sales and systems engineers.

• Onboarding and Enablement: Address partner requests from distribution and ensure proper alignment between field and inside sales in partner end-user opportunities.

• Track, monitor, and support the pipeline through distribution.

• Provide marketing and sales collateral while responding to channel inquiries regarding products, channel programs, and promotions.

• Drive all facets of business development and sales enablement initiatives, working with the Director of Distribution to influence final account decisions.

• Develop recommendations from complex data and business analyses, transforming them into actionable business plans.

• Lead and execute highly intricate, time-sensitive projects; identify and propose solutions for multifaceted operational and programmatic challenges for specific accounts.

• Spearhead efforts to develop innovative business models and analyses that support multiple large-scale projects.

⛳️ Requirements

• Proven sales experience with a channel-focused organization and 2-tier distributors.

• Established track record of effective product management within a 2-tier model.

• Understanding of cybersecurity technology and its implementation within a 2-tier framework.

• Capacity to adapt to changes in roles and responsibilities, working autonomously with minimal guidance in a fast-paced environment; must be a high-energy, self-motivated individual.

• Analytical thinker with demonstrated ability to measure and govern.

• Exceptional verbal and written communication abilities.

🏝️ Benefits

• Equity for all employees.

• Flexible time off and paid volunteer days.

• RRSP and 401k matching.

• Training and career development opportunities.

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

• Robust Employee Assistance Program (EAP) offering mental health services.

• Fertility support and paid parental leave.