Channel Distribution Manager (Minnesota) at Arctic Wolf

Job Description:

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 the2024 CRN Products of the Year award. We’re proud to be named a Leader in the IDC Market Scape 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 Channel Distribution Manager to be a part of making this happen.

Location

Must be based in Minnesota.

About the Role

The Channel Distribution Manager at Arctic Wolf will be the primary liaison to our Distributor Partners. You will develop and execute a distributors plan with variable rebates and goals.

Responsibilities

• Develop executive level relationships within the distributors.

• Manage relationships in a highly leveraged, matrixed environment with indirect reports.

• Develop goals that are measurable and drive productivity within our distributors.

• Conduct impactful QBRs with meaningful and measurable action items, as well as follow-up.

• Achieve revenue targets and goals for the distributors.

• Train and enable distributor sales teams and overlay personnel on Arctic Wolf solutions and Partner Program.

• Work across all business units both internally at Arctic Wolf and within distributors for operational efficiencies.

• Work closely with Alliances teams internally and within distributors to achieve regional goals.

• Driving demand: Work with distribution partners to generate prospective customers through channel campaigns and channel promotions and account mapping activities. Work with distribution to promotes up-sell and new sales opportunities within a channel partner’s existing and competitive accounts. Work with distribution to provide marketing/sales collateral to partners with prospective clients. Managing, administering and delivering certification training for distributor/partner sales and distributor/partner systems engineers.

• Onboarding and Enablement: Respond to partner requests that come from distribution and ensure proper field and inside sales alignment in partner end user opportunities. Track/monitor/support pipeline through distribution. Provide marketing/sales collateral and respond to channel inquiries regarding product, channel programs and channel promotions.

• Drives all aspects of business development and sales enablement initiatives and works with Director of Distribution to drive final account decisions. Develops recommendation from complex data and business analyses and formulates them into business plans.

• Leads and executes highly complex, time sensitive projects; identifies and recommends solutions for multifaceted operational and programmatic problems for specific account.

• Leads efforts to develop innovative business models and analyses to support multiple, large projects.

Minimum Qualifications

• Successful sales experience with a channel-focused company and 2-tier distributors

• Proven track record of successful product management within a 2-tier model

• Knowledge of cybersecurity technology and leverage within a 2-tier model

• Ability to adapt to changes in roles and responsibilities and work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter

• Analytical thinker with proven ability to metric and govern

• Decision-making implications extend to multiple functions and/or businesses and impact the business directly

• Excellent verbal and written communication skills

On-Camera Policy

• To support a fair, transparent, and engaging interview experience, candidates interviewing remotely are expected to be on camera during all video interviews.

• Being on camera fosters authentic connection, improves communication, and allows for full engagement from both candidates and interviewers.

• We understand that technical, bandwidth, or location-related challenges may occasionally prevent video use. If this applies, candidates are required to notify us in advance so we can explore appropriate accommodations.

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(2021-2025),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 (2024-2026). 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 recruiting@arcticwolf.com.

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 laws and regulations.

The base salary range for this job family is 80,500 to 233,100 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.