Channel Account Manager (Public Sector)

Channel Account Manager (Public Sector)
Remote - USA
Full-time

About the role

Abnormal Security is looking for a Public Sector Channel Account Manager to join our Channel Management Team. The 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)
Work with Abnormal Security channel and sales leadership to identify the right partners for us to target and recruit. This will include a set of national partners, regional partners, and eventually MSSPs.
Develop a go to market strategy and Partner Account Plans with our top partners 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 strategy with the key partners 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 one or more National Partner relationships with 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
SLED and/or Federal Channel Management experience is required
Know who to work with and which partners can move the needle in the territory
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)

#LI-TC1

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:

$140,300—$165,000 USD

Base pay range:

$140,300—$165,000 USD

San Francisco/New York Base pay range:

$140,300—$165,000 USD

As part of Abnormal Security's secure hiring practices, we conduct video interviews and validate applicant identity at various stages through our recruitment process. Further, if your application is successful and Abnormal Security makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal Security's policies relevant to our security and privacy standards. Abnormal Security is committed to protecting your privacy. Please review our Applicant Privacy Policy for full information about how Abnormal Security uses your personal information.

By submitting an application you confirm that you have read and understand the Abnormal Applicant Privacy Policy.

About Abnormal Security

We're one of the world's fastest growing cybersecurity companies, on a mission to protect the modern workplace from the most pressing threats. Our AI-native technology was built from the ground up to tackle forward-looking security challenges, and our team works with bleeding-edge technology to keep our customers and their people safe as attacks grow ever more sophisticated. Our team is what makes us successful, which is why we're committed to a culture of learning, ownership, and high performance, where you'll have the opportunity to accelerate your growth and unlock excellence with the support of talented colleagues.

Meet the Team

Chau Nguyen

Software Engineer

Christy Min

Sales Development Representative

Mick Leach

Field CISO

Edwin Maljames

India Site Manager

Our Benefits

Taking care of our team goes beyond the office. Our compensation and benefits philosophy is designed to put attract, motivate, and retain top talent: Competitive Compensation We pay competitively to attract, reward, and retain top talent in the market

Equity is an important part of our total comp strategy

When the company does well, we all do well. Equity is an important and exciting part of our total compensation strategy as a pre-IPO startup. We’re guided by the belief our team members should share in the financial success of our company and grant equity accordingly.

Flexible PTO

All regular salaried team members enjoy flexible PTO. We want team members to grow with us, and a big part of that is making sure our team has the opportunity to rest and recharge. We also observe 12 paid holidays every year.

Generous Healthcare Coverage for You and Your Family

Taking care of our team goes beyond the office. In the US, we cover 100% of employee health care premium costs, and up to 100% for dependents, depending on the plan. Internationally, we offer similarly generous coverage, customized to each country in which we operate.

Fully Distributed Workforce

Operating as a globally-distributed, majority remote company means we get to work with talented folks, no matter where they live. We prioritize a balance of deep focus time with Zoom meetings, and regular in-person events. As a fast growing startup, we continuously review, improve, and personalize our benefits offerings based on the team’s input. Don’t see something that’s important to you? Let us know!

Our Interview Process

We value transparency at Abnormal, and our interview process is no exception.

Inclusion Matters

Abnormal Security is committed to creating a diverse work environment. All qualified applicants will receive consideration without regard to race, religion, gender, gender identity, sexual orientation, national origin, genetics, disability, age, or veteran status.

Privacy Policy

Learn more about Abnormal's Privacy Policy here.

Recruiting Imposter Alert

We have been made aware that there are potential scammers posing as Abnormal Security recruiters. Please ensure that any communication you have with our recruitment team comes from an official Abnormal Security email domain (e.g., @abnormalsecurity.com). Your safety and privacy are important to us, and we will never request sensitive personal information outside of our secure application process. Thank you for helping us maintain a secure and trustworthy application experience. Should you encounter what you believe to be a scamming attempt at any time in your recruiting process, please let us know at security@abnormalsecurity.com