Channel Account Manager

Summary

Join Abnormal AI as a Channel Account Manager – SLED (West Coast) and play a pivotal role in supporting public sector sales by developing and managing key channel partner relationships across the western U.S. Collaborate with sales, marketing, and technical teams to align go-to-market strategies, drive partner engagement, and ensure successful joint sales efforts. Build strong relationships with national and regional partners, adapting to diverse stakeholder needs. This role requires driving partner-sourced pipeline and bookings, developing recruitment and enablement strategies, and creating partner account plans. You will also coordinate demand generation activities, connect prospects with suitable partners, and serve as a liaison between Abnormal’s leadership and partner executives. Conduct regular training sessions and represent partner interests internally.

Requirements

• Proven success applying a structured channel methodology to drive measurable outcomes
• Experience working within the SLED/public sector space and a strong understanding of partner dynamics in the region
• Located in or near the West Coast territory, with a willingness to travel as needed
• Strong communication and presentation skills, with the ability to clearly convey complex value propositions to a variety of audiences
• Highly organized, with the ability to manage competing priorities and follow through on deliverables
• Demonstrated ability to work cross-functionally with sales engineering, marketing, business development, and customer success teams
• A proactive , solution-oriented approach, especially in dynamic or resource-constrained environments
• Viewed as a trusted collaborator and strategic partner by internal stakeholders, capable of contributing to broader business discussions beyond core channel activities

Responsibilities

• Drive partner-sourced pipeline and bookings by identifying and onboarding high-impact partners across the SLED vertical, including national, regional, and MSSP channels
• Collaborate with internal channel and sales leadership to develop targeted recruitment and enablement strategies
• Create and maintain Partner Account Plans with top partners, incorporating measurable sales, marketing, and enablement objectives
• Coordinate demand generation activities with channel marketing to drive awareness and qualified leads
• Align closely with regional sales teams to connect top prospects with suitable partners, facilitating measurable pipeline growth
• Serve as a strategic liaison between Abnormal’s field leadership and partner executives, ensuring alignment and collaboration across organizations
• Conduct regular training and knowledge-sharing sessions to ensure partner teams are fully equipped to position and sell Abnormal's offerings
• Represent partner interests internally and advocate for high-quality execution of co-marketing, certification, and partner program initiatives
• Take ownership of national partner relationships and drive quarterly planning and enablement to strengthen these engagements
• Develop expertise in key areas of channel operations (e.g., deal registration, enablement programs, incentive platforms), and lead knowledge-sharing across the team

Benefits

At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits