Strategic Alliance Manager

About the Role

Email and endpoints remain the top attack entry points for organizations globally. Socially-engineered business email compromise attacks have accounted for over $2.7 billion in actual losses last year alone, and this number continues to grow. This is why Abnormal Security has announced a strategic partnership with AWS in an effort to provide customers with better protection while reducing security spend and increasing operational productivity. 

As the ideal candidate for this role, you have a strong sales DNA, and a track record of 6+ years of success leveraging alliance partners to drive growth and sales productivity.  You have extremely strong relationships with the alliance partners that you will be managing, which you have developed over the years by working for and with these partners. The role will require very high weekly levels of activity and engagement, driving collaboration alliance partners, and developing executive champions.

This role will require someone that loves working in a fast paced environment with a growth mindset. We’re looking for someone that knows how to build strategic relationships as well as know how to maintain them. They will leverage their experience in being an expert alliance manager to oversee the AWS alliance. They thrive in working collaboratively, communicate clearly, and coordinate activities both internally and with the partner to ensure alliance success. 

What You Will Do 

• Facilitate and manage co-selling opportunities, account mapping and other sales engagements between AWS and Abnormal sales teams


• Grow engagement with Abnormal through account mapping


• Track all opportunities, pipeline and bookings to provide forecasts and funnel management reports


• Assist with providing content for AWS sales enablement and Abnormal training curriculum


• Develop the annual and quarterly plan & performance goals and provide support and coordination for activity with AWS


• Provide an escalation point for pre-sales and post sales issues for any activity with the partner


• Identify potential alignment points with local/national channel partners


• Help provide insight in the support of email security events and attend/participate in the events

 What You Bring

• 5+ years of alliance engagement, experience in a co-sell environment with AWS is desirable 


• Excellent written and verbal communication skills


• Strategic thinker who is able to get to work quickly and execute independently.


• Ability to effectively influence both internal and external stakeholders across all levels of the organization


• Deep curiosity, excellent listening skills, and ability to get things done in a collaborative team environment


• Technical knowledge in email security is desired, but not a must


• A passion for Abnormal's mission and the success of our customers, partners, and community