Senior Channel Account Manager

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

📋 Description

• Develop, execute, and oversee a comprehensive channel strategy across the territory.

• Identify key partner focus areas and anticipate future coverage requirements throughout the Nordics.

• Manage and expand the partner-sourced pipeline and bookings within Sweden, Norway, Finland, and Denmark.

• Identify, recruit, and onboard partners in collaboration with Abnormal's channel and sales leadership as well as the Nordics distributor.

• Create go-to-market strategies and Partner Account Plans.

• Align shared sales, marketing, and certification objectives with key partners.

• Design and execute channel enablement initiatives.

• Develop demand-generation programs and a country-specific events calendar in partnership with channel marketing.

• Facilitate connections between regional sales teams and partners through partner interlocks, desk days, and joint outreach efforts.

• Cultivate relationships with partner principals, executives, and sales leadership.

• Advocate for focus partners and channel opportunities to engaged partners.

• Foster alignment between Abnormal field leadership and partner regional leaders.

• Maintain in-depth knowledge of Abnormal's competitive positioning.

• Become a subject matter expert in channel topics and disseminate knowledge to the broader CAM team.

⛳️ Requirements

• Several years of experience in channel sales roles.

• Proven experience in implementing channel methodologies successfully.

• Familiarity with the Nordic security partner landscape and distribution ecosystem in Sweden, Norway, Finland, and Denmark.

• Background in a startup or scale-up technology environment.

• Experience in fostering cross-functional collaboration with sales, marketing, BDR, Product, and SE teams.

• Proven track record in managing Solution Provider (VAR), reseller, MSSP, and cloud marketplace partners.

• Experience in conflict resolution, including handling deal-registration disputes.

• Strong sales aptitude and a demonstrated methodology for generating partner-sourced pipeline and bookings.

• Exceptional communication, presentation, analytical, organizational, and proactive skills.

• Ability to establish relationships with information security partners, executives, CEOs, and sales teams.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunities for professional development and training.

• Flexible working arrangements and a supportive work environment.

• Comprehensive health and wellness benefits.

• Collaborative team culture and engagement initiatives.