Alliance Manager

1 month ago

Brisbane City, Australia 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 an  Alliance Manager - ANZ to be a part of making this happen.

Location: Remote, Australia - based in the Sydney area

About the Role

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.

Responsibilities

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.

Who You Are

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.

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

Flexible time off, paid volunteer days and paid parental leave

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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