Channel Enablement Manager

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

📋 Description

• Develop, construct, and implement a role-based partner enablement framework via the Partner Portal and live sessions.

• Oversee the partner onboarding process from contract signing to productive engagement with readiness milestones and certification pathways.

• Provide in-person and virtual training sessions for partner sellers, SEs, and leadership teams.

• Equip partners to promote Abnormal as a platform through land-and-expand strategies, cross-selling initiatives, and readiness for new product launches.

• Facilitate collaboration between Abnormal AEs, SDRs, and SEs to co-sell with partners, addressing rules of engagement, deal registration, channel discounts, and renewal incumbency.

• Develop partner-oriented sales plays, use cases, win wires, campaigns-in-a-box, and competitive intelligence resources.

• Utilize partner performance metrics to identify gaps, prioritize investments, and report on measurable impact.

• Leverage AI-assisted content, roleplays, and on-demand coaching to scale enablement and minimize CAM 1:1 training time.

• Collaborate with Channel Leadership, CAMs, Channel SEs, Channel Operations, Channel Marketing, and Product Marketing.

⛳️ Requirements

• 5 to 8+ years of experience in channel sales, partner management, sales, or a related sales-supporting role.

• Direct experience in working with or enabling VARs, resellers, distributors, MSPs, or referral partners within a B2B SaaS context.

• Knowledge of partner economics, vendor selection, co-selling strategies, deal registration, and channel conflict resolution.

• Proven experience in designing and executing scalable enablement strategies, including certifications, on-demand courses, LMS/partner portal content, and live training sessions.

• Strong analytical skills with the ability to leverage data to assess performance and prioritize enablement initiatives.

• Excellent communication and facilitation abilities, including skills in presentations, writing, and editing.

• Proficiency in AI, including daily use of AI tools and the capability to explain behavioral AI, AI agents, and AI governance concepts.

• Willingness to travel approximately 20 to 30% of the time.

• Experience in the cybersecurity or IT security sector is a plus.

• Familiarity with multi-product or platform portfolios is advantageous.

• Experience with Force Management and MEDDIC methodologies is beneficial.

• Hands-on knowledge of partner portals/PRM and LMS platforms is a plus.

• Experience in a fast-paced, high-growth environment is preferred.

🏝️ Benefits

• Eligibility for bonus or incentive compensation.

• Equity eligibility.

• Comprehensive benefits package offered.

• AI-assisted recruiting process that incorporates human hiring decisions.