Account Manager

Account Manager - MSPAt 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 an Account Manager - MSP to be part of making this happen.Position Overview and Objective:We're seeking a skilled and motivated Account Manager to join our Managed Service Provider (MSP) Account Management team. This individual will be assigned existing named MSP partners and be responsible for new business acquisition, renewals, cross-selling, and end-to-end account management, driving both growth and value for our cybersecurity solutions within our MSP channel. The ideal candidate has a solid track record in partner account management, understands the dynamics of MSP relationships, and is passionate about cybersecurity.Primary Responsibilities and Duties:1. MSP Relationship ManagementDevelop and maintain strong relationships with MSP partners, serving as the main point of contact for their needs and inquiries.Understand MSP partners' business models and objectives to drive alignment and mutual growth.Facilitate regular service reviews, gather feedback, and ensure that our services continue to align with partner needs.2. Account Growth and New Business AcquisitionIdentify new business opportunities within existing MSP accounts and work to onboard new MSP partners into our ecosystem.Develop strategies for upselling and cross-selling additional cybersecurity solutions within the install base.Drive sales of core cybersecurity services, utilizing an understanding of both the cybersecurity landscape and MSP business needs.3. Renewals and RetentionManage contract renewals and proactively address issues or concerns to increase renewal rates.Ensure seamless renewals by forecasting and tracking contract expiration dates, while implementing strategies to enhance retention and reduce churn risk.4. Cross-Selling and Solution OptimizationCollaborate with MSP partners to identify opportunities to expand their offerings with our additional services, aiming to provide comprehensive cybersecurity solutions.Educate MSP partners on new services and enhancements, positioning our services as a key component of their overall solution portfolio.5. Performance Analysis and ReportingMonitor partner performance, including revenue generation, growth metrics, and overall customer satisfaction.Provide regular reports and updates to leadership on MSP partner progress, highlighting areas for improvement and recommending solutions.6. Collaborative Strategy DevelopmentWork closely with internal teams, including Partner Development Reps (PDR) Security Services (S2), and Concierge Security Teams (CST) to ensure alignment in strategy and execution for the MSP channel.Actively participate in the development of partner-focused marketing and sales campaigns to drive awareness and increase adoption among MSPs.Preferred Qualifications:Bachelor's degree in business, or related field; relevant experience can be considered in lieu of a degree.2-5+ years of experience in account management, preferably within the cybersecurity or technology sector.Proven experience in managing and growing managed service provider (MSP) or channel partner accounts.Strong understanding of the cybersecurity landscape and MSP business models.Excellent communication and interpersonal skills, with the ability to build trust and credibility with partners.Proven track record of meeting or exceeding sales and retention targets.Proficiency in CRM software (SFDC) and other tools commonly used in account management.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 thatby protecting people's and organizations' sensitive data and seeking to end cyber riskwe 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 employeesFlexible time off and paid volunteer daysTraining and career development programsComprehensive private benefits plan including medical, mental health, dental, disability, and value-added servicesRobust Employee Assistance Program (EAP) with mental health serviceFertility support and paid parental leaveSuperannuation Fund that Arctic Wolf pays intoArctic 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.