Channel Development Manager

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 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 Channel Development Manager to be a part of making this happen. The Channel Development Manager for National Accounts is responsible for driving national-level growth, enablement, and strategic alignment with National Accounts across the U.S. This role develops and executes a comprehensive partner plan designed to increase revenue, expand solution adoption, and strengthen field engagement between Arctic Wolf and National Accounts. The ideal candidate is a self-motivated, relationship-driven channel leader with experience managing large national partners, building scalable programs, and accelerating pipeline through coordinated sales motions. Primary Responsibilities and Duties Strategic Partner Management – National Accounts • Build and maintain strong executive, sales, operations, and marketing relationships across the National Account organizations. • Develop and execute a National Partner Business Plan focused on revenue growth, training, field alignment, solution attach, and operational excellence. • Establish joint quarterly business reviews (QBRs) with National Account leadership to track KPIs, forecast performance, and align on priorities. Sales Pipeline Growth & Execution • Drive joint pipeline creation through National Account-sellers by executing coordinated call-out days, sales blitzes, targeted account lists, and incentive programs. • Collaborate with the National Account inside sales, field sales, and pre-sales engineering to identify, co-sell, and close opportunities. • Create repeatable sales motions and playbooks to increase adoption of Arctic Wolf solutions within the National Account’s customer base. Enablement & Training • Lead ongoing onboarding, training, and certification efforts across National Account teams. • Ensure National Account sellers are fully enabled to articulate Arctic Wolf’s value proposition, competitive differentiation, and security outcomes. • Partner with the National Account training and development teams to integrate Arctic Wolf content into their learning ecosystem. Marketing & Demand Generation • Coordinate with Arctic Wolf Channel Marketing and National Account marketing teams to create integrated demand-gen programs, webinars, campaigns, and events. • Manage MDF planning and utilization to maximize lead generation and partner activation. Operational Excellence • Ensure deal registrations, quoting, and operational transactions run smoothly across both organizations. • Maintain strong alignment with Arctic Wolf’s internal sales, customer success, channel marketing, and operations teams. • Track, forecast, and report on National Account-specific pipeline, performance, and KPIs. Brand & Value Prop Advocacy • Represent Arctic Wolf’s value to all levels within the National Account, ensuring message consistency and clarity. • Serve as the internal advocate for the National Account within Arctic Wolf, ensuring partner needs are addressed quickly and collaboratively. Minimum Qualifications • Bachelor’s Degree or equivalent experience • Proven success managing national-level channel partners • Experience driving partner enablement at scale • Knowledge of security, SaaS, or managed services ecosystems • Strong communication, presentation, and negotiation skills • Strong CRM and forecasting proficiency Preferred Qualifications • Experience supporting National Accounts directly • Understanding of National Account’s operational systems, sales structure, and marketing programs • Previous experience in cybersecurity or security operations SKILLS & REQUIREMENTS 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 Training and career development programs Comprehensive private benefits plan including medical, mental health, dental, disability, and value-added services Robust Employee Assistance Program (EAP) with mental health service Fertility support and paid parental leave Superannuation Fund that Arctic Wolf pays into 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 View email address on click.appcast.io. 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 57,500 to 179,500 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. At Arctic Wolf, we recognize that success comes from delighting our customers. We believe in being lean – in constantly building, measuring, and learning in all aspects of our business. We truly value people. All wolves are welcome to join the Arctic Wolf pack, with compelling compensation packages, benefits, and equity for employees. Arctic Wolf is focused on building a workforce that is diverse and inclusive. If you’re excited about this role, but do not meet all of the qualifications listed above, we encourage you to apply. We review all applications. Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, 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 recruitment, assessment and selection processes as accessible as possible and provide accommodations as required for applicants with disabilities. If you require a reasonable accommodation for any part of the application or hiring process, you may make a request by calling the Arctic Wolf general contact number at View phone number on click.appcast.io and asking to speak to Recruiting, or by emailing View email address on click.appcast.io.