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.
Location: This role is remote but you must be located in the Austin Texas Area.
About the Role:
The Channel Development Manager for SHI is responsible for driving national-level growth, enablement, and strategic alignment with SHI 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 SHI. 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.
Responsibilities:
Strategic Partner Management – SHI• Build and maintain strong executive, sales, operations, and marketing relationships across SHI’s national organization.
• 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 SHI leadership to track KPIs, forecast performance, and align on priorities.
Sales Pipeline Growth & Execution• Drive joint pipeline creation through SHI sellers by executing coordinated call-out days, sales blitzes, targeted account lists, and incentive programs.
• Collaborate with SHI 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 SHI’s account base.
Enablement & Training• Lead ongoing onboarding, training, and certification efforts across SHI teams.
• Ensure SHI sellers are fully enabled to articulate Arctic Wolf’s value proposition, competitive differentiation, and security outcomes.
• Partner with SHI’s training and development teams to integrate Arctic Wolf content into their learning ecosystem.
Marketing & Demand Generation• Coordinate with Arctic Wolf Channel Marketing and SHI 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 SHI-specific pipeline, performance, and KPIs.
Brand & Value Prop Advocacy• Represent Arctic Wolf’s value to all levels within SHI, ensuring message consistency and clarity.
• Serve as the internal advocate for SHI 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 SHI directly
• Understanding of SHI operational systems, sales structure, and marketing programs
• Previous experience in cybersecurity or security operations
Travel Requirements• Approximately 30–50% travel as needed
• Ability to support occasional travel for SHI meetings, events, trainings, and joint field activities
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(2021-2024), 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 [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 laws and regulations.
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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:
