Channel Account Manager

About You

As the ideal candidate for this role, you have a strong sales DNA, and a track record of 15+ years of success leveraging channel partners to drive growth and sales productivity.  You understand that pipeline is the lifeblood of the business and as such, you have a detailed methodology for driving activities that consistently generate partner-sourced pipeline and bookings. Your weekly level of activity and engagement is very high, as you drive collaboration and engagement with partners via account mapping sessions, develop Partner Account Plans, partner with marketing to execute channel-marketing events, recruit and onboard new partners, and support the sales teams that you are mapped to.

You have strong relationships with key information security channel partners throughout the region including both National Partners and local headquartered regional partners.  You are highly analytical and detail oriented, and you’re able to adapt as you deal with the different personals within a partner (CEO, Sales and Technical leadership, AEs, SAs, etc).  You have strong written and verbal communication and presentation skills and are able to clearly and effectively articulate Abnormal Security's value, and help partners understand how Abnormal will be critical to their business growth and strategic initiatives.

In this job, you will bring these skills:

• Ability to apply a channel methodology that you have successfully implemented in the past to this role


• Know who to work with and which partners can move the needle in the territory


• Be a good presenter: ability to help partners clearly understand what pain points Abnormal Security can alleviate for their customers


• Strong follow through with channel partners to turn the trainings and demand gen sessions into pipeline


• Good at conflict resolution between partners, reps, and customers when needed


• Organizational skill is key to good channel management.  Being quick to respond to inquiries in a timely manner as well as not letting tasks fall through the cracks.


• Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations 


• Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success


• In addition to excelling at the core responsibilities and deliverables, you are considered by local Sales and SE leadership as a key “go-to” person to help with aspects outside pure channel-related topics (i.e. hiring, territory changes, QBRs, team structure, etc)

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