Partner Development Representative (m/f/d)

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 Partner Development Representative (m/f/d) in the north of Germany to be part of making this happen.  

Position Overview and Objective

The Partner Development Representative recruits, enables, and manages MSP and Resale partners in assigned territory who effectively articulates the requirements, expectations, and benefits of the Arctic Wolf Channel Program.

Primary Responsibilities and Duties

• Achieve against a set of pre-agreed sales targets and KPI's on a monthly/quarterly/annual basis by building strong relationships with Channel Partners.
• Develop a cohesive business plan (number of leads, calls, and meetings) with the partner executive team and drive effective execution and regular business reviews against that plan.
• Goes into the field and generates specific number of leads based on relationship building.
• Gets deal registration and plan for attainment; strategises on how to execute plan within own partner communities.
• Finds small sized partners that have customers that can be funnelled to the Account
• Executive team.
• Team with channel partners to build pipeline and initiate lead generation programs with partners. Manage partner sales funnel and close deals (joint call out days, spiff, campaigns, etc.).
• Serve as liaison between inside/field sales teams (and CAMs) to identify, recruit (where needed) and support partners with experience in both Resale and MSP.
• Engaged in active Outbound and Inbound call campaigns and establish a cadence of contact at key points of pipeline development and partner engagement and development.
• Effectively articulate the requirements, expectations, and benefits of the AWN Program.
• Provide support for the tier 2 regional partner ecosystem on all programs, marketing, and sales campaigns to grow and retain partnership.
• Provides contracts to new partners and sees them through to completion.

Key Skills

• Knowledge of software/services channel ecosystems
• Experience in facilitating onboarding and enablement activities for channel partners
• Knowledge of software/services channel ecosystems
• Familiarity with CRM and forecasting systems
• Strong Negotiation skills
• Strong Presentation skills
• Strong Communication and Interpersonal skills and excellent telephone skills

Key Competencies

• Drive for Results
• Conflict management
• Organisational Agility

Minimum Qualifications

• Bachelor’s Degree
• 2 years of professional experience in business environment
• 1+ years in an inside sales environment working with Channel partners
• Experience working in a collaborative team environment
• A proven track record of consistent goal quota achievement

Preferred Qualifications

• Proven experience of managing channel partners in a technology environment
• Experience in facilitating onboarding and enablement activities for channel partners
• 2+ Years sales development or partner management experience

Our offer:

All wolves receive compelling compensation and benefits packages, including: 

• Equity for all employees

• 30 days annual leave, bank holidays and paid volunteering days off

• Pension plan: BaV Direktversicherung and VwL Vermögenswirksame Leistungen

• Training and career development programs

• Robust Employee Assistance Program (EAP) with mental health service

• Fertility support and paid parental leave

At Arctic Wolf, we foster a collaborative and inclusive work environment that thrives on diversity of thought, background, and culture. This is reflected in our multiple awards, including Top Workplace USA (2021-2024), Best Places to Work – USA (2021-2024), Great Place to Work – Canada (2021-2024), Great Place to Work – UK (2024), and Kununu Top Company – Germany (2024). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 7,000 customers worldwide and more than 2,000 channel partners globally. As we continue to expand globally and enhance our technology, Arctic Wolf remains the most trusted name in the industry.

Our Values 

Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good. 

We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here.  

We also believe and practice corporate responsibility, and have recently joined the Pledge 1% Movement, ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities. 

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law. Arctic Wolf is committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our entire employee experience as accessible as possible and provide accommodations as required for candidates and employees with disabilities and/or other specific needs where possible.

Have we sparked your interest? Then send us your CV and your references.