Job Posting Title Account Manager - Managed Service Provider (m/w/d)

About Us The unicorn company Arctic Wolf was founded in the USA in 2012 and is a leader in security operations in an exciting and fast-growing industry - cybersecurity. Our commitment to customer and employee satisfaction, combined with a stable track record characterised by doubling our sales and employee numbers for five consecutive years, have made us an industry leader. In April 2021, we decided to expand globally with the goal of providing companies worldwide with first-class protection. Arctic Wolf is therefore a global leader in security operations, delivering the first cloud-native security operations platform to end cyber risk. Powered by threat telemetry spanning endpoint, network, and cloud sources, the Arctic Wolf® Security Operations Cloud ingests and analyses trillions of security events each week to enable critical outcomes for most security use cases. The Arctic Wolf® Platform delivers automated threat detection and response at scale and empowers organisations of any size to stand up world-class security operations with the push of a button.

Our mission is simple! End Cyber Risk

Position Overview and Objective

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

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.

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.

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.

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.

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.

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.

Key Skills & Competencies

Minimum Qualifications

Bachelor’s degree in business, or related field; relevant experience can be considered in lieu of a degree.

Strong preference in ability to speak English & German or English & French

2+ 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.

Preferred Qualifications

Experience selling SaaS, Security, Services in technology.