Senior Director, Channel Sales

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. 

Our mission is simple: End Cyber Risk. We’re looking for a Senior Director, Channel Sales to be part of making that happen.

The Senior Director, Channel Sales oversees and manages a team of Channel Sales professionals and Channel Sales leaders. This position will establish, and track, the growth, strategy, and success across its leaders and their teams. The role is accountable for monthly, quarterly, and annual sales and demand goals through channel partners leveraging business and channel experience and acumen.  The Senior Director is expected to demonstrate strong executive presence and build C-Suite relationships with the channel ecosystem. This role is also expected to build strong collaboration across the sales leadership organization.

Responsibilities:

• Manage a team of high-performance Channel Sales leaders and professionals, ensuring that every regional team is equipped with a strong strategic approach to engage with the channel ecosystem
• Collaborate with Channel Sales management team to establish cadence across regions
• Develop strategy for ongoing team growth through hiring, on-boarding, development, and leadership
• Contribute to the overall Channels strategy in conjunction with key stakeholders in Channel, Sales, Marketing, and Sales Enablement
• Act as "voice of the partner" via closed feedback loops
• Work closely with the Sales Managers to engage the channel community and ensure each segment can meet and exceed targets through partner generated activity
• Provide forecasts on partner performance including monthly Deal Reg, Annual Recurring Revenue and Upsell performance.
• Work with Channel Operations to implement and manage processes that ensure partner success
• Exhibit strong executive level presence and C-Suite relationships with channel partners

Required Skills and Experience:

• 7+ years of Business to Business (B2B) / channel sales management experience with a proven track record in leveraging a channel ecosystem
• Strong track record in driving results through channel ecosystem and partnerships
• Strong track record in working with and collaborating with sales leadership, teams and organizations

Preferred Skills and Experience:

• Management experience preferred
• Experience in cloud, security, SaaS and enterprise software strongly preferred
• Experience working for a high growth technology company
• Track record developing and growing channel functions

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 
• RRSP and 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.