Partner Development Representative

4 weeks ago

Toronto, Canada Arctic Wolf Full time

Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. We have won countless awards for our excellence in security operations and remain dedicated to providing an industry-leading customer and employee experience.

Our mission is simple: End Cyber Risk. We’re looking for a Partner Development Representative  to be a part of making this happen.

Location: based in the greater Toronto area

About the Role

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.

Responsibilities

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; strategizes on how to execute plan within own partner communities.

Finds small sized partners that have customers that can be funneled 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.

Typically 25% or less of business travel required

Who You Are ​​​

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

Minimum Qualifications

1-2 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

Bachelor’s Degree

Proven experience of managing channel partners in a technology environment

Experience in facilitating onboarding and enablement activities for channel partners

1-2 years in sales development or partner management experience

About 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’ve been named one of the 50 Most Innovative Companies in the world for 2022 (Fast Company)—and the 2nd Most Innovative Security Company. This is in addition to consecutive awards from Top Workplace USA (2021, 2022), Best Places to Work - USA (2021, 2022) and Great Place to Work - Canada (2021, 2022). 

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 .

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. 

All wolves receive compelling compensation and benefits packages, including:

Equity for all employees

Bonus or commission pay based on role

Flexible time off, paid volunteer days and paid parental leave

401k match or RRSP

Medical, Dental, and Vision insurance

Health Savings and Flexible Spending Agreement

Voluntary Legal Insurance

Training and career development programs

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. Please let us know if you require any accommodations by emailing . 

Security Requirements

Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes and controls to protect the confidentiality, integrity and availability of AWN business information (in accordance with our employee handbook and corporate policies).

Background checks are required for this position.

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