Global Job Code: SACHP3
Job Level: P3
Position Overview and Objective
The Channel Account Manager (CAM) will build and promote the company’s position as
the worldwide leader in Security Operations, specifically through the partner community
within the assigned territory of the partner.
Must be a key contributor to the revenue growth of the territory and manage to the
company growth targets. Accountable for managing reseller partnerships within the
guidelines of Arctic Wolf channel programs within the geographic territory, spearheading
new business development with assigned channel partners.
Will motivate, educate, and train the partners in Arctic Wolfs offerings, services, and go-
to-market.
The CAM is responsible for achieving sales, revenue, and partner recruitment
objectives. In addition, the CAM will develop and manage relationships with selected
technology and ecosystem partners, driving joint go-to-market initiatives, partner
enablement, referral opportunities, and field engagement activities that create
incremental pipeline and revenue growth. The role will collaborate cross-functionally
with sales, marketing, product, and technical teams to expand Arctic Wolf's presence
within the broader cybersecurity ecosystem.
Primary Responsibilities and Duties
Establish productive, professional relationships with key personnel in assigned Select
Partner level account.
Build a plan for partner enablement and training in assigned territory for key partner(s).
Coordinates the involvement of company personnel, including support, service, and
management resources in order to meet partner performance objectives and partner’s
expectations.
Assume full responsibility for accurate sales forecasting by demonstrating an in-depth
knowledge of sales cycle and update Salesforce accordingly.
Meet and exceed sales quotas and revenue goals.
Proactively leads a joint partner planning process that develops mutual performance
objectives, critical milestones (e.g., training certification) in conjunction with Distribution
resources (sales, support, etc.).
Develop and execute joint go-to-market plans with assigned technology and ecosystem
partners.
Build and maintain relationships with key sales, technical, and executive stakeholders
within assigned technology and ecosystem partners.
Identify, track, and drive partner-sourced and partner-referred opportunities to
accelerate pipeline and revenue growth.
Establish regular business reviews and strategic planning sessions with assigned
ecosystem partners and measure success against agreed objectives.
Collaborate with marketing and field teams to execute partner-led events, campaigns,
and joint customer engagement activities.
Manages potential channel conflict by fostering excellent communication internally and
externally and through strict adherence to Arctic Wolf’s channel program guidelines.
Drives sales of new technology adoption in assigned territory.
Proactively recruits new qualifying partners.
Key Skills
Excellent written and verbal communication skills
Excellent presentation skills
Key Competencies
Communication
Conflict Management
Drive for Results
Minimum Qualifications
2 years in seat as CDM
Proven record of success
3+ years channel sales and territory management in networking or security sectors
Experience building business and marketing plans with partners.
Experience managing channel, technology alliance, or ecosystem partner relationships.
Experience with the Distribution channel model
Experience in sales forecasting, opportunity identification and drive to close
Candidate must thrive in a fast-paced, ever-changing environment.
Preferred Qualifications
Environment and Physical Demands
Work is primarily sedentary in nature and can be executed sitting or standing positions
in an office environment.
Requires ability to utilize technology related to using a keyboard, verbal communication,
and work with device screens which require visual acuity.
If located in a company office, often requires the mobility to physically navigate the
space.
In the event of business travel, mobility sufficient to utilize public and private transport
and navigate to essential locations.
May include moving or lifting of 25 pounds or less (e.g., office chair, reams of paper).
Travel Requirements
Willingness to travel up to 50%
The base salary range for this job family is 97,500 to 208,000 AUD 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.
Skills Required
- Two years in seat as a CDM
- Three or more years of channel sales and territory management experience in networking or security sectors
- Experience building business and marketing plans with partners
- Experience managing channel, technology alliance, or ecosystem partner relationships
- Experience with the distribution channel model
- Experience in sales forecasting, opportunity identification, and driving opportunities to close
- Willingness to travel up to 50%
Arctic Wolf Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Arctic Wolf and has not been reviewed or approved by Arctic Wolf.
-
Strong & Reliable Incentives — Incentive plans in sales roles are seen as strong when targets are met, with on‑target earnings positioned as competitive. This dynamic helps explain notably higher satisfaction in sales relative to other functions.
-
Equity Value & Accessibility — Equity is included for all employees across offers, broadening ownership beyond limited groups. Broad access to equity can provide meaningful upside tied to company performance.
-
Leave & Time Off Breadth — Flexible paid time off and dedicated volunteer time off are core parts of the package. These options expand avenues for time away beyond standard vacation and holidays.
Arctic Wolf Insights
What We Do
The cybersecurity industry has an effectiveness problem. Every year new technologies, vendors, and solutions emerge, and yet despite this constant innovation we continue to see high profile breaches in the headlines. All organizations know they need better security, but the dizzying array of options leave resource-constrained IT and security leaders wondering how to proceed. At Arctic Wolf, our mission is to End Cyber Risk through effective security operations. To achieve this, we believe that organizations must do three key things:
