Channel Account Manager

Summary

Join Abnormal Security as a Public Sector Channel Account Manager and contribute to the Channel Management Team's success in driving sales growth through channel partners. You will build and maintain strong relationships with key information security partners, developing and executing go-to-market strategies and partner account plans. Responsibilities include exceeding pipeline and booking targets, recruiting and onboarding new partners, and collaborating with internal teams to generate demand and drive sales. Success in this role requires proven channel methodology experience, public sector expertise, strong presentation and communication skills, and the ability to navigate complex partner relationships. You will be a key contributor to the team's success, working closely with sales and engineering leadership to achieve business objectives.

Requirements

• Ability to apply a channel methodology that you have successfully implemented in the past to this role
• Public Sector experience is required
• 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

Responsibilities

• Meet and exceed partner-sourced pipeline and booking targets (New Business Meetings, pipeline $ goals, % of total pipeline and bookings that are partner-sourced, etc)
• Work with Abnormal Security channel and sales leadership to identify the right partners for us to target and recruit.  This will include a set of national partners, regional partners, and eventually MSSPs
• Develop a go to market strategy and Partner Account Plans with our top partners that include a set of agreed upon set of sales goals, marketing goals, and certification goals
• Put together a channel enablement plan in place with the key target partners for both the sales and technical teams
• Create a demand generation strategy with the key partners alongside the Abnormal Security channel marketing team to drive customer demand in territory
• Work with the sales teams in your region to determine which prospects they deem their top targets to connect them with the right partners to help them to create a measurable channel sourced pipeline
• Regular interaction with partner principals, executives, and sales and sales management at existing and prospective partners
• Drive alignment between Abnormal Field Leadership (RD, SE Manager, etc) and key partner regional leaders
• Write and distribute Partner Win Wires every month to maintain and gain partner mindshare
• Ensure that Abnormal-sourced opportunities are brought to our Focus Partners (as opposed to fulfilled via opportunistic partners)
• Conduct regular sales training presentations with partner sales teams to ensure they understand and can articulate Abnormal Security's product and services
• Work with the Marketing team to drive marketing programs with key partners and ensure that activities tie back to a successful ROI
• Assist with driving pipeline, sales qualification, and closing of business
• Develop and execute a regional strategy for recruiting new channel partners as needed to support growth
• Maintain up-to-date knowledge of Abnormal Security's competitive positioning in the marketplace
• Oversee relationship building activities and account mapping activities between Abnormal Security's sales organization and partners in the territory
• In addition to core responsibilities and deliverables, you take responsibility for one or more National Partner relationships with specific monthly/quarterly activities that help Abnormal drive the National Partner relationship further (organize sales and technical enablement sessions;  partner account org mapping;  executive relationship building; etc)
• Become a Subject Matter Expert on any number of channel topics (Deal Reg;  Account Plans;  PG plans;  new PG initiatives; etc) and then share these best practices with other CAMs through formal and informal enablement
• Develop expertise in different areas of Partner Program Operations (Requirements / Benefits, Enablement and Certification paths, other Partner Program, SPIFF payment platforms, etc) and take an active leadership role in getting these implemented at Abnormal
• Become a trusted advisor to senior Sales and SE leadership for anything related to the business and territory

Preferred Qualifications

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)