National Channel Account Manager

Summary

Join Abnormal Security's Channel Management Team as a Channel Account Manager, supporting CDW and SHI. You will drive growth and sales productivity by collaborating with partners, developing account plans, executing marketing events, recruiting new partners, and supporting sales teams. This role requires building strong relationships with key information security partners, leveraging analytical and communication skills to articulate Abnormal Security's value. You will meet and exceed sales targets, develop go-to-market strategies, and create demand generation strategies. The position also involves regular interaction with partners, sales training, and maintaining up-to-date knowledge of the competitive landscape. Abnormal Security offers a competitive compensation package, including a base salary range and potential for bonuses and RSUs.

Requirements

• Ability to apply a channel methodology that you have successfully implemented in the past to this role
• 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)
• Develop a go to market strategy and Partner Account Plans 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 strategies 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 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)

Benefits

• Bonus
• Restricted stock units (RSUs)
• Benefits
• Base salary range: $233,800 — $275,000 USD