Partner Success Manager

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 Success Manager to be part of making this happen.

Responsibilities:

• Serve as the primary point of contact for managing the partner relationship both internally and externally.
• Drive channel sourced upsell, cross sell, and manage renewal ARR (greenspace report, joint call out days, campaigns, etc.) with Partners.
• Drive channel related activities through a post sales lens (demand, enablement, training, retain and grow strategies).
• Collaborate with the channel team to develop a cohesive upsell business plan for the partners and execute effectively against that plan.
• Conduct monthly reviews with partners on health of customer, commercial processes, and more to support sales growth goals.
• Serve as the escalation channel for partner leadership, customer success managers, and customer success leadership for commercial and service-related escalations. Help set and coordinate calls and close loop on escalations from the partner community.
• Liaise between our customer success managers and customer success leadership to help drive success with each partner.
• Build strong working relationships with partner leadership, partner customers success teams and renewal teams.
• Work with the Channel Marketing team and Customer Marketing team to create unique and dynamic customer experiences to drive additional ARR.
• Manage channel conflict for subset of partners.
• Partner with channel sales leadership to develop a cohesive business plan with the partner executive team and drive effective execution and regular business reviews against that plan.

Required Skills and Experience:

• Bachelor's Degree
• 8+ years experience in Technology Sales and SaaS business models
• Previous cybersecurity knowledge and experience 
• Knowledge of channel sales, customer success basics, field, and customer marketing strategies
• Willingness to travel up to 30%
• Proven experience of managing channel partners in a technology environment
• Experience in relationship management for channel partners
• Knowledge of software/services channel ecosystems
• Strong Negotiation skills
• Ability to collaborate and communicate effectively as a company representative
• Strong Presentation skills
• Preferred Qualifications:
  • Previous technology, SaaS, Cloud-based, and/or Security sector experience

About Arctic Wolf:

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. 

All wolves receive compelling compensation and benefits packages, including: 

• Equity for all employees 
• Flexible time off and paid volunteer days 
• RRSP and 401k match 
• Training and career development programs 
• Comprehensive private benefits plan including medical, mental health, dental, disability, life and AD&D, and value-added services 
• Robust Employee Assistance Program (EAP) with mental health services 
• Fertility support and paid parental leave 

 
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 [email protected]. 

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.
• This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (“EAR”).  Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these U.S. export control laws and regulations.