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Alliance Manager
Location
Tennessee
Posted
90 days ago
Salary
$79.5K - $231K / year
Seniority
Mid Level
Job Description
Alliance Manager
Arctic Wolf
• 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
Job Requirements
- 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
- At least two (2) years in a Technology Alliances (Business Development, Strategic Alliances), Channel Management, or Security Seller roles
- Willing and able to travel up to 40%
Benefits
- Equity for all employees
- Flexible time off and paid volunteer days
- 401k match and RRSP
- 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
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