Channel Account Manager (SLED - West)

• Drive partner-sourced pipeline and bookings by identifying and onboarding high-impact partners across the SLED vertical, 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.

• Proven success applying a structured channel methodology to drive measurable outcomes.

• Experience working within the SLED/public sector space and a strong understanding of partner dynamics in the region.

• Located in or near the West Coast territory, with a willingness to travel as needed.

• 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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