Note: The job is a remote job and is open to candidates in USA. Arctic Wolf is a cybersecurity company focused on delivering innovative solutions to protect organizations worldwide. They are seeking an Account Manager - MSP to manage existing MSP partners, drive new business acquisition, and enhance account growth within their cybersecurity solutions. The role involves relationship management, sales strategy development, and performance analysis to ensure partner satisfaction and success.
Responsibilities
- MSP Relationship Management
- Develop 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
- Account Growth and New Business Acquisition
- Identify 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
- Renewals and Retention
- Manage 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
- Cross-Selling and Solution Optimization
- Collaborate 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
- Performance Analysis and Reporting
- Monitor 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
- Collaborative Strategy Development
- Work 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
Skills
- 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
Benefits
- 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
- Variable incentive compensation
- New hire equity grants
- Comprehensive benefits package
Company Overview
Arctic Wolf is a cyber security company that provides cloud-native security operations technology to reduce cyber risks. It was founded in 2012, and is headquartered in Eden Prairie, Minnesota, USA, with a workforce of 1001-5000 employees. Its website is https://arcticwolf.com/.