Competitive Intelligence Manager

Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. We have won countless awards for our excellence in security operations and remain dedicated to providing an industry-leading customer and employee experience.

Our mission is simple: End Cyber Risk. We’re looking for a Competitive Intelligence Manager to be a part of making this happen.

About the Role

Arctic Wolf Networks (AWN) is seeking an internal Competitive Intelligence Manager to track, analyze and assess changes in the cybersecurity competitive landscape through direct research (from public information sources). 

In this role, you will provide in-depth contextual competitive analysis, insight and guidance on key offerings and related announcements from notable competitors, synthesized and presented to the AWN field, product teams and executive leadership.  The ultimate goal is to uncover new opportunities, strategies and tactics to enable AWN to win against competitors.  This includes identifying emerging threats (real or perceived), technical gaps in capabilities relative to competitors, and areas of competitive differentiation which can be incorporated into AWN messaging, sales enablement, product plans, GTM activities, etc.

As such, this role requires a deep and technical understanding of the cybersecurity space and in particular, managed security services.  You should be able to parlay your superior analytical capabilities and insight into competitive differentiation of AWN as compared to competitor offerings, capabilities, and in the form of messages which resonate with customers and partners. 

Responsibilities

• You will work proactively and autonomously (with minimal management oversight) on the ongoing tracking and analysis of key competitors in the ever-evolving cybersecurity competitive landscape

• You will be expected to self-start and own daily competitive research and deliver your analysis primarily through written content mediums

• Ability to prioritize among multiple competitor-related activities, deliverables, internal projects and stakeholder requests (sales, eStaff, others)

• Respond in real time to key competitor announcements (written response) and sales deal-related queries within designated CI SLA guidelines (e.g., same-day)

• Create and maintain core competitive CI sales enablement content, which you will own and function as the designated internal subject-matter-expert (SME) on the competition, within your assigned coverage area

• Present strategic and tactic competitive guidance, based on your firsthand research, analysis, and synthesis of competitor capabilities relative to AWN

• Deliver deep contextual analysis as relevant to AWN solutions and capabilities – i.e., how this impacts AWN positioning and SWOT (primarily for a field audience), rather than merely reporting “information” or describing the competitor offering

• Regularly draw your own educated deductions of how/why a new competitor capability or business action matters (threat, opportunity relative to AWN) based on limited information sources (what is said and not said), with an ability to synthesize and prioritize differentiators, attack angles and objection handling

• Special (executive) projects as assigned

• You must be available at any time (for deal support and other urgent queries) during designated business hours, and are expected to work locally (either in an AWN office or in your remote home office); exceptions to be pre-arranged with mgmt.

• This is an internally-facing, individual contributor role.

• You will be expected to follow standard industry competitive intelligence (CI) ethical and legal guidelines – “CI is the process of legally and ethically gathering and analyzing information about competitors and the industries in which they operate in order to help your organization make better decisions and reach its goals. It should be done within the ethical boundaries established by SCIP, your organization, and your personal standards. (CI is not) corporate spying (which) implies illegal activities, such as bribing or hiring employees to divulge confidential information.”

Who You Are

Concise Written/Communication skills – proven ability to distill complex points into a few bullets on what matters most to your target audience

Research – Expert knowledge of and use of public web technical research sources & methods (Google, social media, user forums, etc.)

Analysis –

• Practiced at discerning “signal from noise” and “reading between the lines” of dense technical source material to discern key competitive takeaways.   

• You enjoy solving puzzles and being a “detective”, by uncovering the truth amid false claims, and collecting “evidence” to support your conclusions.

• Proven ability to find the evidence you need to draw and support your conclusions, while avoiding “going down the rabbit hole”. 

• Contextual product level comparison/gap analysis of competitor capabilities vs. AWN, including adjacent vs. direct offering compares.

Synthesis – Proven ability to organize, prioritize and distill your findings into clear and impactful competitive messaging for a field and executive audience.  You enjoy the opportunity to predict and prepare counter-arguments, summarize your takeaways in writing, then present your case like a “lawyer”.

Minimum Qualifications

• Degree in computer security program (e.g., GSEC SANS, CISSP) or 5 years in security or networking-based IT role with a solid foundational knowledge of basic security concepts such as malware, firewalls and IDS/IPS, log ingestion/management, network/security auditing, compliance requirements/reporting, detection & remediation methods, etc.

• At least 3 years of experience at a known cybersecurity vendor (specific experience at a MSSP or MDR vendor is strongly preferred)

• Proven applied competitive product level research & analysis experience in a product management, product/field level CI, or technical marketing role

• Experience and comfort in directly authoring actionable & contextual deliverables for a field, partner or customer audience (competitive playbooks, battle cards, briefs, etc.)

Preferred Qualifications

• Proven understanding of customer motivations, pain points, decision making criteria/process, and how to influence is a strong plus (e.g., customer or field role).

• Direct (hands on) experience with security services offerings (as a customer or in a customer support or field role) is a plus.

• Previous presenting experience speaking to large internal or external audiences, a plus

About Arctic Wolf

At Arctic Wolf we’re cultivating a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures, and ideas to make our teams even stronger as we grow globally. We’ve been named one of the 50 Most Innovative Companies in the world for 2022 (Fast Company)—and the 2nd Most Innovative Security Company. This is in addition to consecutive awards from Top Workplace USA (2021, 2022), Best Places to Work – USA (2021, 2022) and Great Place to Work – Canada (2021, 2022). 

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 

• Bonus or commission pay based on role

• Flexible time off, paid volunteer days and paid parental leave 

• 401k match

• Medical, Dental, and Vision insurance

• Health Savings and Flexible Spending Agreement

• Voluntary Legal Insurance

• Training and career development programs 

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 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 U.S. export control laws and regulations.