Alliance Manager

Arctic Wolf is a global leader in security operations, delivering the first cloud-native security operations platform to end cyber risk. Powered by threat telemetry spanning endpoint, network, and cloud sources, the Arctic Wolf® Security Operations Cloud ingests and analyses trillions of security events each week to enable critical outcomes for most security use cases. The Arctic Wolf® Platform delivers automated threat detection and response at scale and empowers organizations of any size to stand up world-class security operations with the push of a button.

Our mission is simple: End Cyber Risk. We’re looking for an Alliance Manager to be part of making this happen.

The Alliance Manager will contribute to our Business Development department, 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.

As an Alliance Manager at Arctic Wolf, you will:

• 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.
• Establish a business cadence with AWS partner sales and direct sales leaders including Quarterly Business Reviews (QBRs) and regular executive alignment

We are looking for someone with experience in:

• AWS experience is essential
• At least two (2) years in a Technology Alliances (Business Development, Strategic Alliances), Channel Management, or Security Seller roles.
• 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.

Why Arctic Wolf?

At Arctic Wolf we’re cultivating a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures, and ideas to make our teams even stronger as we grow globally.

We offer all wolves a compelling compensation and benefits packages, including 28 days per year annual leave, 8 bank holidays, paid time off to volunteer together with a comprehensive private medical and life insurance, pension, and company equity shares. Also, we want to ensure all employees to have a good work-life balance offering a robust Employee Assistance Programme, professional career progression and so much more!

Come join the Pack during this exciting time of rapid growth where every employee makes a difference, and their contributions are recognised and rewarded.