MSP - Account Manager

Our Mission: To End Cyber Risk Arctic Wolf is a cybersecurity company on a mission to help organizations turn cyber risk into business resilience. Powered by the Aurora® Platform, we combine AI-driven automation with the expertise of our security teams to deliver security operations that help customers stay ahead of evolving threats. Today, cyber risk is one of the most significant business challenges organizations face. As attackers move faster and leverage AI to scale their efforts, traditional approaches to security are struggling to keep pace. That's why we take a different approach. Our AI-native platform and Agentic SOC operate at machine speed, enabling organizations to adopt an operations-led security model that delivers faster time to value, measurable risk reduction, and stronger security outcomes. At Arctic Wolf, we're not just responding to the future of cybersecurity, we're helping shape it. About the Role As an Account Manager Managed Service Provider, you will own and grow a portfolio of Managed Service Provider (MSP) partners across Northern and Central Germany, while driving new business opportunities throughout the region. Given the regional focus of the role, we are looking for a candidate who is based in or willing to regularly travel across Northern or Central Germany to effectively support partners and build strong local relationships. You will lead renewals, cross-sell and upsell initiatives, and end-to-end partner account management, enabling MSPs to expand their cybersecurity offerings and deliver greater value to their customers. Working closely with internal stakeholders and partner organizations, you will develop strategic growth plans, build lasting relationships, and drive sustainable revenue growth and mutual business success. The ideal candidate combines strong partner management experience with a passion for cybersecurity and a proven track record of exceeding sales targets. What You'll Do Own and develop strategic relationships with a portfolio of MSP partners in Germany, serving as their primary point of contact and trusted advisor. Understand partners’ business objectives, go-to-market strategies, and growth priorities to drive long-term mutual success. Build and execute joint business plans designed to increase revenue, market penetration, and partner engagement. Drive new business acquisition, partner onboarding, and revenue growth within the MSP channel. Identify, develop, and close cross-sell and upsell opportunities across the cybersecurity portfolio. Manage the full sales cycle for assigned partners, including pipeline development, forecasting, negotiations, and deal closure. Lead contract renewal activities, ensuring high retention rates and minimizing churn through proactive account planning. Conduct regular business reviews with partners to assess performance, gather feedback, and align on future growth initiatives. Educate partners on new products, services, and enhancements, positioning our cybersecurity solutions as a strategic component of their offerings. Monitor partner performance through key metrics, including revenue growth, adoption, retention, and customer satisfaction. Collaborate closely with internal teams, including Partner Development Representatives (PDR), Security Services (S2), and Concierge Security Teams (CST), to ensure seamless execution and exceptional partner experience. Support and participate in partner-focused marketing and sales initiatives designed to increase awareness, demand generation, and solution adoption. Maintain accurate pipeline, opportunity, and account records within Salesforce (SFDC) and provide regular business updates to leadership. What You'll Bring 3+ years of experience in account management, partner management, channel sales, or business development within the technology sector. Proven success in managing, growing, and retaining MSP, channel, or strategic partner accounts. Strong understanding of the MSP ecosystem, recurring revenue business models, and cybersecurity solutions. Demonstrated ability to achieve or exceed revenue, retention, and growth targets. Excellent relationship-building, communication, presentation, and negotiation skills. Experience using Salesforce (SFDC) or similar CRM platforms for pipeline and account management. Strong business acumen with the ability to identify growth opportunities and develop strategic account plans. Bachelor’s degree in Business, Marketing, Information Technology, or a related field; equivalent professional experience may be considered in lieu of a degree. Fluent in English and German. Preferred Qualifications Experience selling cybersecurity, SaaS, cloud, or managed services solutions through channel and partner ecosystems. Experience working with MSPs, MSSPs, VARs, or other indirect sales partners. Knowledge of modern cybersecurity technologies, including endpoint security, vulnerability management, managed detection and response (MDR), or security operations. Experience in a high-growth technology or cybersecurity environment. 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 (2021-2025), Best Places to Work – USA (2021-2025), Great Place to Work – Canada (2021-2024), Great Place to Work – UK (2024-2026), and Kununu Top Company – Germany (2024-2026). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 10,000 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. Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, colour, 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 EMEA.recruitment@arcticwolf.com All wolves receive compelling compensation and benefits packages, including: Equity for all employees 30 days annual leave, bank holidays, and paid volunteering days off Pension plan: BaV Direktversicherung Training and career development programs Robust Employee Assistance Program (EAP) with mental health service Family-forming benefits 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 authorisation to receive software or technology controlled under these U.S. export control laws and regulations. Ready for your next challenge? We look forward to receiving your CV and supporting documents. The base salary range for this job family is 38,400 to 88,200 EUR annually. This range reflects the base pay the company reasonably expects to offer for this position, aligned to the broader job family base pay structure. Actual base pay may vary based on skills, experience, and location, including job family level. In addition to base pay, Arctic Wolf offers variable incentive compensation, new hire equity grants, and a comprehensive benefits package.