Summary
Location
United States
Salary
$140k - $165k
Type
full-time
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About this role
About the Role
Abnormal AI is seeking a Channel Account Manager to join our Channel Management team. This role is pivotal in supporting our sales efforts by developing and managing key relationships with channel partners across LatAm. As part of a highly collaborative and detail-oriented team, you will build strong relationships with both national and regional partners. You’ll work cross-functionally with sales, marketing, and technical teams to align go-to-market strategies, drive partner engagement, and support the successful execution of joint sales efforts. Your ability to adapt to diverse stakeholder needs—from executives to technical staff—will be essential as you represent Abnormal's value in a competitive market.
What you will do
- Drive partner-sourced pipeline and bookings by identifying and onboarding high-impact partners, including national, regional, and MSSP channels.
- Collaborate with internal channel and sales leadership to develop targeted recruitment and enablement strategies.
- Create and maintain Partner Account Plans with top partners, incorporating measurable sales, marketing, and enablement objectives.
- Coordinate demand generation activities with channel marketing to drive awareness and qualified leads.
- Align closely with regional sales teams to connect top prospects with suitable partners, facilitating measurable pipeline growth.
- Serve as a strategic liaison between Abnormal’s field leadership and partner executives, ensuring alignment and collaboration across organizations.
- Conduct regular training and knowledge-sharing sessions to ensure partner teams are fully equipped to position and sell Abnormal's offerings.
- Represent partner interests internally and advocate for high-quality execution of co-marketing, certification, and partner program initiatives.
- Take ownership of national partner relationships and drive quarterly planning and enablement to strengthen these engagements.
- Develop expertise in key areas of channel operations (e.g., deal registration, enablement programs, incentive platforms), and lead knowledge-sharing across the team.
Must Haves
- Proven success applying a structured channel methodology to drive measurable outcomes.
- Experience working with and having a strong understanding of partner dynamics in the region.
- Strong communication and presentation skills, with the ability to clearly convey complex value propositions to a variety of audiences.
- Highly organized, with the ability to manage competing priorities and follow through on deliverables.
- Demonstrated ability to work cross-functionally with sales engineering, marketing, business development, and customer success teams.
- A proactive, solution-oriented approach, especially in dynamic or resource-constrained environments.
- Viewed as a trusted collaborator and strategic partner by internal stakeholders, capable of contributing to broader business discussions beyond core channel activities.
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At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
Other facts
About Abnormal
Abnormal AI is the leading AI-native human behavior security platform, leveraging machine learning to stop sophisticated inbound attacks and detect compromised accounts across email and connected applications. The anomaly detection engine leverages identity and context to understand human behavior and analyze the risk of every cloud email event—detecting and stopping sophisticated, socially-engineered attacks that target the human vulnerability.
What you'll do
- The Channel Account Manager will drive partner-sourced pipeline and bookings by onboarding high-impact partners and collaborating with internal teams to develop recruitment and enablement strategies. They will also serve as a strategic liaison between Abnormal’s field leadership and partner executives to ensure alignment and collaboration.
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