Channel Account Manager - MSP

At Arctic Wolf, you won’t just watch the cybersecurity industry evolve – you'll help lead the change. Our global Pack is made up of people who thrive on solving hard problems, moving fast, and building technology that protects organizations around the world. We’re proud to be recognized by Forbes, CNBC, Fortune, CRN, Gartner Peer Insights and IDC MarketScape – but what matters most is the work behind it: delivering real outcomes for customers through award winning innovation like our Aurora Platform. 

Our mission is simple: End Cyber Risk. We’re looking for a Channel Account Manager - MSP to be part of making this happen.

Position Overview

The Channel Account Manager (CAM) is responsible for accelerating Arctic Wolf’s growth through strategic partner engagement within an assigned territory. This role will strengthen the company’s position as a global leader in Security Operations by enabling, developing, and expanding high-performing partner relationships.

The CAM will serve as a key driver of revenue, owning partner performance, pipeline development, and new business generation. Success in this role requires a strong ability to influence partners, execute joint go-to-market strategies, and align cross-functional resources to deliver results. This role is hybrid based out of our HQ in Eden Prairie, MN.

Key Responsibilities

• Build and maintain strong, strategic relationships with key stakeholders across assigned managed service provider (MSP) partners

• Develop and execute partner enablement plans, including training, certification, and ongoing education to drive partner effectiveness and growth

• Lead joint business planning with partners, establishing clear revenue targets, success metrics, and performance milestones

• Collaborate cross-functionally with sales, marketing, support, and leadership teams to support partner success and exceed expectations

• Own pipeline development and forecasting accuracy, maintaining up-to-date opportunity tracking in Salesforce

• Consistently meet or exceed revenue, pipeline, and partner-driven sales goals

• Drive adoption of Arctic Wolf’s solutions and new technologies across the partner ecosystem

• Recruit, onboard, and develop new high-potential partners to expand market coverage

• Proactively manage channel dynamics and resolve conflict through clear communication and adherence to Arctic Wolf’s partner program guidelines

Key Skills & Competencies

• Strong communication and relationship management skills across technical and executive audiences

• Highly organized with exceptional attention to detail and execution

• Effective presenter with the ability to influence and enable partner stakeholders

• Proven ability to manage competing priorities in a fast-paced, high-growth environment

• Skilled in conflict resolution and navigating complex partner ecosystems

• Results-driven with a strong sense of ownership and accountability

Minimum Qualifications

• 3+ years of channel sales, partner management, or territory management experience in cybersecurity, networking, or SaaS

• Strong understanding of MSP go-to-market models and partner ecosystems

• Experience developing and executing joint business and marketing plans with partners

• Familiarity with distribution-led channel models

• Proven track record in pipeline generation, forecasting, and closing partner-driven opportunities

• Ability to thrive in a dynamic, fast-paced environment

• Willingness to travel regularly within the assigned territory

• 2+ years of experience in partner development

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.

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 

• 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 [email protected].  

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 U.S. export control laws and regulations. 

The base salary range for this job family is 67,700 to 166,500 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.