Account Manager - Managed Service Provider

#RunwiththePack

At Arctic Wolf, we’re on a mission to end cyber risk. 

We are a global leader in security operations, helping organizations stay resilient against evolving cyber threats through industry-leading security operations, threat intelligence, and a people-first approach to cybersecurity. 

More than 3,000 Pack members across the world work together every day to protect our customers and empower security teams with new levels of speed, accuracy, and intelligence at scale. What sets us apart is our relentless focus on our customers, innovation at scale, and a collaborative culture where talented people can do meaningful work that truly makes a difference. 

We’re constantly looking for talented people to join the Pack and help us take our performance to the next level. 

About the Position:

We’re seeking a skilled and motivated Account Manager to join our Managed Service Provider (MSP) Account Management team. This individual will be assigned existing named MSP partners and be responsible for new business acquisition, renewals, cross-selling, and end-to-end account management, driving both growth and value for our cybersecurity solutions within our MSP channel. The ideal candidate has a solid track record in partner account management, understands the dynamics of MSP relationships, and is passionate about cybersecurity.

Primary Responsibilities and Duties:

1. MSP Relationship Management

• Develop and maintain strong relationships with MSP partners, serving as the main point of contact for their needs and inquiries.
• Understand MSP partners’ business models and objectives to drive alignment and mutual growth.
• Facilitate regular service reviews, gather feedback, and ensure that our services continue to align with partner needs.

2. Account Growth and New Business Acquisition

• Identify new business opportunities within existing MSP accounts and work to onboard new MSP partners into our ecosystem.
• Develop strategies for upselling and cross-selling additional cybersecurity solutions within the install base.
• Drive sales of core cybersecurity services, utilizing an understanding of both the cybersecurity landscape and MSP business needs.

3. Renewals and Retention

• Manage contract renewals and proactively address issues or concerns to increase renewal rates.
• Ensure seamless renewals by forecasting and tracking contract expiration dates, while implementing strategies to enhance retention and reduce churn risk.

4. Cross-Selling and Solution Optimization

• Collaborate with MSP partners to identify opportunities to expand their offerings with our additional services, aiming to provide comprehensive cybersecurity solutions.
• Educate MSP partners on new services and enhancements, positioning our services as a key component of their overall solution portfolio.

5. Performance Analysis and Reporting

• Monitor partner performance, including revenue generation, growth metrics, and overall customer satisfaction.
• Provide regular reports and updates to leadership on MSP partner progress, highlighting areas for improvement and recommending solutions.

6. Collaborative Strategy Development

• Work closely with internal teams, including Partner Development Reps (PDR) Security Services (S2), and Concierge Security Teams (CST) to ensure alignment in strategy and execution for the MSP channel.
• Actively participate in the development of partner-focused marketing and sales campaigns to drive awareness and increase adoption among MSPs.

Preferred Qualifications:

• Bachelor’s degree in business, or related field; relevant experience can be considered in lieu of a degree.
• 2-5+ years of experience in account management, preferably within the cybersecurity or technology sector.
• Proven experience in managing and growing managed service provider (MSP) or channel partner accounts.
• Strong understanding of the cybersecurity landscape and MSP business models.
• Excellent communication and interpersonal skills, with the ability to build trust and credibility with partners.
• Proven track record of meeting or exceeding sales and retention targets.
• Proficiency in CRM software (SFDC) and other tools commonly used in account management.

Benefits

All wolves receive compelling compensation and benefits packages, including:

• Equity for all employees 
• Flexible time off and paid volunteer days 
• 401(k) contribution and matching 
• 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

Security Requirements 

At Arctic Wolf, protecting our people, customers, and data is fundamental to how we operate. All employees are expected to uphold our commitment to security, privacy, and compliance by following internal information security policies, standards, and controls designed to safeguard the confidentiality, integrity, and availability of business, customer, employee, and other confidential information and to support compliance with applicable legal and regulatory requirements.

Depending on the role and where permitted by applicable law, employment may be subject to background verification and additional regulatory, security, or compliance requirements, including obligations related to data protection and export control laws, and authorization requirements where applicable.

Base Salary

The base salary range for this job family is 58,800 to 110,300 USD annually. This range reflects the base pay the company reasonably expects to offer for this position, aligned to the broader job family base pay structure. Actual base pay may vary based on skills, experience, and location, including job family level. In addition to base pay, Arctic Wolf offers variable incentive compensation, new hire equity grants, and a comprehensive benefits package.

Your next big opportunity starts here — apply today and help us end cyber risk.