Channel Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and expand a portfolio of carrier and telecommunications partnerships, primarily focusing on AT&T.

• Identify and onboard additional strategic partners as needed over time.

• Establish executive and field-level relationships within partner organizations.

• Align partner go-to-market strategies with those of Absolute.

• Coordinate internal resources across sales, product, marketing, and enablement.

• Develop and sustain joint business plans that encompass value propositions, target segments, routes to market, and measurable growth trajectories.

• Maintain a regular cadence of Quarterly Business Reviews (QBRs) with partners and internal stakeholders.

• Prioritize investments across the partner portfolio and evaluate potential partners.

• Achieve and surpass new and expansion Annual Recurring Revenue (ARR) targets.

• Accurately forecast and create revenue plans on a quarterly basis.

• Utilize partner and pipeline data to illustrate the economics of relationship units and eliminate friction in joint selling efforts.

• Develop and implement partner enablement programs.

• Train and certify partner sales representatives and sales engineers.

• Provide partners with joint solution messaging and resources.

• Collaborate with marketing on demand-generation initiatives and materials.

• Cultivate executive sponsorship and seller-level engagement.

• Ensure alignment between regional field sales and alliances teams so that partner-led and direct strategies complement each other.

• Integrate Absolute’s firmware-resilience and Secure Access solutions into partner offerings and strategies.

• Safeguard the security and privacy of Absolute and its customers.

• Execute other responsibilities as assigned by management.

⛳️ Requirements

• Over 5 years of experience in technology sales, channel management, or strategic alliances.

• Proven track record of surpassing new and expansion revenue goals in a quota-driven position.

• Direct experience in developing or scaling relationships with carriers, telcos, or large national partners, preferably AT&T or similar service providers.

• Demonstrated capability to manage a portfolio of partners while effectively prioritizing among them.

• Strong understanding of cybersecurity and/or enterprise mobility go-to-market strategies.

• Familiarity with endpoint security, SSE, ZTNA, or managed device services is a plus.

• Established history of building partner enablement programs that drive changes in seller behavior.

• Ability to influence and cultivate trust at both executive and field-seller levels within large, complex partner organizations.

• Self-motivated with a proactive, hunter mentality; comfortable in creating joint plans and coordinating internal teams without direct authority.

• Exceptional communication, negotiation, and executive presentation skills.

• Willingness to travel across the US and Canada as required.

• Existing connections within AT&T or its partner ecosystems are a valuable asset.

• Experience in cross-border US and Canada partnerships or sales is a plus.

• Knowledge of embed/OEM or managed-service attach strategies is advantageous.

• Background in selling to or alongside public sector and regulated industries is beneficial.

🏝️ Benefits

• Company mission focused on work-from-anywhere flexibility.

• Equal Employment Opportunity and Affirmative Action employer.

• Disability accommodations available upon request.