Channel Development Manager

Requirements

• Bachelor's Degree or equivalent experience
• Proven success managing national-level channel partners
• Experience driving partner enablement at scale
• Knowledge of security, SaaS, or managed services ecosystems
• Strong communication, presentation, and negotiation skills
• Strong CRM and forecasting proficiency
• Experience supporting National Accounts directly
• Understanding of National Account's operational systems, sales structure, and marketing programs
• Previous experience in cybersecurity or security operations
• SKILLS & REQUIREMENTS
• About Arctic Wolf:

Benefits

Additional Information

Job Description At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We're proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRN's Products of the Year award in the inaugural Security Operations Platform category. Join a company that's not only leading, but also shaping, the future of security operations. Our mission is simple: End Cyber Risk. We're looking for a Channel Development Manager to be a part of making this happen. The Channel Development Manager for National Accounts is responsible for driving national-level growth, enablement, and strategic alignment with National Accounts across the U.S. This role develops and executes a comprehensive partner plan designed to increase revenue, expand solution adoption, and strengthen field engagement between Arctic Wolf and National Accounts. The ideal candidate is a self-motivated, relationship-driven channel leader with experience managing large national partners, building scalable programs, and accelerating pipeline through coordinated sales motions. Primary Responsibilities and Duties Strategic Partner Management - National Accounts - Build and maintain strong executive, sales, operations, and marketing relationships across the National Account organizations. - Develop and execute a National Partner Business Plan focused on revenue growth, training, field alignment, solution attach, and operational excellence. - Establish joint quarterly business reviews (QBRs) with National Account leadership to track KPIs, forecast performance, and align on priorities. Sales Pipeline Growth & Execution - Drive joint pipeline creation through National Account-sellers by executing coordinated call-out days, sales blitzes, targeted account lists, and incentive programs. - Collaborate with the National Account inside sales, field sales, and pre-sales engineering to identify, co-sell, and close opportunities. - Create repeatable sales motions and playbooks to increase adoption of Arctic Wolf solutions within the National Account's customer base. Enablement & Training - Lead ongoing onboarding, training, and certification efforts across National Account teams. - Ensure National Account sellers are fully enabled to articulate Arctic Wolf's value proposition, competitive differentiation, and security outcomes. - Partner with the National Account training and development teams to integrate Arctic Wolf content into their learning ecosystem. Marketing & Demand Generation - Coordinate with Arctic Wolf Channel Marketing and National Account marketing teams to create integrated demand-gen programs, webinars, campaigns, and events. - Manage MDF planning and utilization to maximize lead generation and partner activation. Operational Excellence - Ensure deal registrations, quoting, and operational transactions run smoothly across both organizations. - Maintain strong alignment with Arctic Wolf's internal sales, customer success, channel marketing, and operations teams. - Track, forecast, and report on National Account-specific pipeline, performance, and KPIs. Brand & Value Prop Advocacy - Represent Arctic Wolf's value to all levels within the National Account, ensuring message consistency and clarity. - Serve as the internal advocate for the National Account within Arctic Wolf, ensuring partner needs are addressed quickly and collaboratively.

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