About the role
Abnormal Security is looking for a Channel Account Manager to join our Channel Management Team, specifically supporting CDW and SHI. This team leverages channel partners to drive growth and sales productivity. They drive collaboration and engagement with partners via account mapping sessions, develop Partner Account Plans, partner with marketing to execute channel-marketing events, recruit and onboard new partners, and support the sales teams that they are mapped to.
They build strong relationships with key information security channel partners throughout the region, including both National Partners and local headquartered regional partners. The team is highly analytical and detail oriented, and are able to adapt as they deal with the different personals within a partner (CEO, Sales and Technical leadership, AEs, SAs, etc). They leverage strong written and verbal communication and presentation skills and are able to clearly and effectively articulate Abnormal Security's value, and help partners understand how Abnormal will be critical to their business growth and strategic initiatives.
What you will do
- Meet and exceed partner-sourced pipeline and booking targets (New Business Meetings, pipeline $ goals, % of total pipeline and bookings that are partner-sourced, etc)
- Develop a go to market strategy and Partner Account Plans that include a set of agreed upon set of sales goals, marketing goals, and certification goals.
- Put together a channel enablement plan in place with the key target partners for both the sales and technical teams.
- Create a demand generation strategies alongside the Abnormal Security channel marketing team to drive customer demand in territory.
- Work with the sales teams in your region to determine which prospects they deem their top targets to connect them with the right partners to help them to create a measurable channel sourced pipeline.
- Regular interaction with partner principals, executives, and sales and sales management at existing and prospective partners
- Drive alignment between Abnormal Field Leadership (RD, SE Manager, etc) and key partner regional leaders
- Write and distribute Partner Win Wires every month to maintain and gain partner mindshare
- Ensure that Abnormal-sourced opportunities are brought to our Focus Partners (as opposed to fulfilled via opportunistic partners)
- Conduct regular sales training presentations with partner sales teams to ensure they understand and can articulate Abnormal Security's product and services
- Work with the Marketing team to drive marketing programs with key partners and ensure that activities tie back to a successful ROI
- Assist with driving pipeline, sales qualification, and closing of business
- Develop and execute a regional strategy for recruiting new channel partners as needed to support growth
- Maintain up-to-date knowledge of Abnormal Security's competitive positioning in the marketplace
- Oversee relationship building activities and account mapping activities between Abnormal Security's sales organization and partners in the territory
- In addition to core responsibilities and deliverables, you take responsibility for specific monthly/quarterly activities that help Abnormal drive the National Partner relationship further (organize sales and technical enablement sessions; partner account org mapping; executive relationship building; etc)
- Become a Subject Matter Expert on any number of channel topics (Deal Reg; Account Plans; PG plans; new PG initiatives; etc) and then share these best practices with other CAMs through formal and informal enablement
- Develop expertise in different areas of Partner Program Operations (Requirements / Benefits, Enablement and Certification paths, other Partner Program, SPIFF payment platforms, etc) and take an active leadership role in getting these implemented at Abnormal
- Become a trusted advisor to senior Sales and SE leadership for anything related to the business and territory
Must Haves
- Ability to apply a channel methodology that you have successfully implemented in the past to this role
- Be a good presenter: ability to help partners clearly understand what pain points Abnormal Security can alleviate for their customers
- Strong follow through with channel partners to turn the trainings and demand gen sessions into pipeline
- Good at conflict resolution between partners, reps, and customers when needed
- Organizational skill is key to good channel management. Being quick to respond to inquiries in a timely manner as well as not letting tasks fall through the cracks.
- Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
- Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success
- In addition to excelling at the core responsibilities and deliverables, you are considered by local Sales and SE leadership as a key “go-to” person to help with aspects outside pure channel-related topics (i.e. hiring, territory changes, QBRs, team structure, etc)
At Abnormal Security 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. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.
Base salary range:
$233,800—$275,000 USD
Abnormal Security Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Abnormal Security and has not been reviewed or approved by Abnormal Security.
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Fair & Transparent Compensation — Pay is considered aggressively benchmarked to leading tech markets with annual reviews, and feedback suggests engineering and sales roles are compensated competitively with strong upside potential.
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Healthcare Strength — Health coverage is portrayed as robust, including employer-paid premiums for employees in prior postings, One Medical access, and globally designed healthcare and parental leave.
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Leave & Time Off Breadth — Time off provisions include flexible/unlimited PTO, company holidays, and paid parental leave that the company positions as globally available.
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What We Do
The Abnormal Security platform protects enterprises from targeted email attacks. Abnormal Behavior Technology (ABX) models the identity of both employees and external senders, profiles relationships and analyzes email content to stop attacks that lead to account takeover, financial damage and organizational mistrust. Though one-click, API-based Office 365 and G Suite integration, Abnormal sets up in minutes and does not disrupt email flow. Abnormal Security was founded in 2018 by CEO Evan Reiser, CTO Sanjay Jeyakumar, Head of Machine Learning Jeshua Bratman, and Founding Engineers Abhijit Bagri and Dmitry Chechik. The team previously built behavioral profiling and machine learning technologies at Twitter, Google and Pinterest that are being applied to solve a problem that costs organizations $1 billion per year, according to the FBI. The Abnormal Security platform stops targeted phishing, business email compromise and account takeover attacks that have never been seen before.
