Job details

Channel Account Manager (Public Sector)

Get a free resume review

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

Average salary estimate

$152650 / YEARLY (est.)

min

max

$140300K

$165000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Channel Account Manager (Public Sector), Abnormal

Join Abnormal Security as a Channel Account Manager focused on the Public Sector, where you'll play a crucial role in expanding our channel partnerships and driving sales productivity. In this dynamic position, you'll collaborate with various channel partners, from national players to regional stars, creating tailored Partner Account Plans and executing impactful channel-marketing events. Your analytical skills will shine as you engage with key information security partners, crafting strategies that align with their business needs and help them achieve their goals. Communication is key—both written and verbal—as you articulate how Abnormal Security can provide significant value to their growth initiatives. You'll be hitting targets like partner-sourced pipelines and focusing on recruitment for national partners and MSSPs, so a solid understanding of SLED and Federal Channel Management is a must. You’ll utilize marketing strategies with our channel marketing team to boost customer demand in your area by conducting regular sales training for partner teams. This role isn’t just about relationships; it’s about being analytical, organized, and a proactive problem solver in a fast-paced environment. If you're passionate about security, enjoy building strategic partnerships, and excel in a collaborative setting, come make a real difference at Abnormal Security today!

Frequently Asked Questions (FAQs) for Channel Account Manager (Public Sector) Role at Abnormal

What are the responsibilities of a Channel Account Manager in the Public Sector at Abnormal Security?

As a Channel Account Manager in the Public Sector at Abnormal Security, your primary responsibilities will include developing strategic partnerships with channel partners, driving collaboration through effective account mapping and Partner Account Plans, and executing targeted marketing initiatives. You will also be tasked with meeting and exceeding partner-sourced pipeline goals, conducting sales training for partner teams, and maintaining strong relationships with executives at partner organizations to ensure success and alignment with their business strategies.