Senior Channel Account Manager

This is a fully remote position, open to applicants in District of Columbia, +2 more states.

📋 Description

• Drive the pipeline and bookings sourced from partners by identifying and onboarding impactful partners, including national, regional, and MSSP channels.

• Collaborate with internal channel and sales leadership to formulate targeted recruitment and enablement strategies.

• Create and sustain Partner Account Plans with key partners, integrating measurable objectives for sales, marketing, and enablement.

• Coordinate demand generation activities with channel marketing to enhance awareness and generate qualified leads.

• Work closely with regional sales teams to connect top prospects with appropriate partners, facilitating measurable growth in the pipeline.

• Act as a strategic liaison between Abnormal’s field leadership and partner executives, ensuring alignment and collaboration across both organizations.

• Conduct regular training and knowledge-sharing sessions to ensure partner teams are well-equipped to position and sell Abnormal's offerings.

• Represent partner interests internally and advocate for the effective execution of co-marketing, certification, and partner program initiatives.

• Manage national partner relationships and drive quarterly planning and enablement to enhance these engagements.

• Develop expertise in critical areas of channel operations (e.g., deal registration, enablement programs, incentive platforms), leading knowledge-sharing initiatives across the team.

⛳️ Requirements

• Proven track record of applying a structured channel methodology to achieve measurable outcomes.

• Experience and a strong understanding of partner dynamics in the region.

• Excellent communication and presentation skills, with the capacity to clearly articulate complex value propositions to diverse audiences.

• Highly organized, capable of managing multiple priorities and ensuring follow-through on deliverables.

• Demonstrated ability to collaborate cross-functionally with sales engineering, marketing, business development, and customer success teams.

• A proactive and solution-oriented mindset, especially in dynamic or resource-constrained environments.

• Recognized as a trusted collaborator and strategic partner by internal stakeholders, capable of contributing to broader business discussions beyond core channel activities.

🏝️ Benefits

• Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.

• In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.