Senior Channel Account Manager

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

📋 Description

• Develop and nurture essential relationships with channel partners throughout Singapore and the ASEAN region.

• Coordinate go-to-market strategies in collaboration with sales, marketing, and technical teams.

• Foster partner engagement and facilitate joint sales efforts.

• Achieve partner-driven pipeline and booking objectives.

• Identify and onboard national, regional, and MSSP partners.

• Create go-to-market strategies and Partner Account Plans in collaboration with leading partners.

• Establish channel enablement strategies for partner sales and technical teams.

• Design demand generation strategies and marketing initiatives with key partners.

• Connect sales teams with appropriate partners to generate a measurable channel-sourced pipeline.

• Engage regularly with partner principals, executives, sales teams, and management.

• Align the Abnormal Field Leadership with regional partner executives.

• Ensure opportunities sourced by Abnormal are directed towards Focus Partners.

• Conduct regular training sessions for partner sales teams.

• Aid in generating pipeline, qualifying sales, and closing deals.

• Recruit new channel partners as necessary to bolster regional growth.

• Maintain up-to-date knowledge of Abnormal's competitive landscape.

• Supervise relationship-building and account-mapping initiatives.

• Share best practices within the channel with other Channel Account Managers.

• Provide guidance to senior Sales and SE leadership on business and territorial issues.

⛳️ Requirements

• 10+ years of experience successfully leveraging channel partners to enhance growth and sales productivity.

• Strong sales aptitude with a proven history of generating partner-sourced pipeline and bookings.

• A detailed approach to driving partner activities and pipeline development.

• Established relationships with key information security channel partners across ASEAN.

• Highly analytical and detail-oriented mindset.

• Capability to adapt to various partner personas, including executives, sales and technical leaders, AEs, and SAs.

• Excellent written and verbal communication and presentation abilities.

• Proven experience in applying a successful channel methodology.

• Knowledge of partners that can significantly impact the territory.

• Ability to articulate Abnormal Security's value proposition and customer pain points effectively.

• Strong follow-through with channel partners to convert training and demand generation into a viable pipeline.

• Conflict resolution skills among partners, representatives, and customers.

• Excellent organizational abilities and prompt responsiveness.

• Resilience and the capability to thrive in an early-stage environment with limited resources.

• Understanding of how to effectively leverage Sales Engineering, Marketing, BDR, Product, and Customer Success teams.

🏝️ Benefits

• Equal opportunity employment.

• Pre-employment checks compliant with current legislation and Abnormal AI's security and privacy standards.