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Salary: USD 140,280 - 165,000 / annual
Abnormal AI is seeking a Channel Account Manager to join its Channel Management team. This role is pivotal in developing and managing key relationships with channel partners across the US, including national, regional, and MSSP channels. You will work cross-functionally with sales, marketing, and technical teams to align go-to-market strategies, drive partner engagement, and support joint sales efforts.
Key responsibilities include:
- Drive partner-sourced pipeline and bookings by identifying and onboarding high-impact partners
- 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 pipeline growth
- Serve as a strategic liaison between Abnormal's field leadership and partner executives
- Conduct regular training and knowledge-sharing sessions to ensure partner teams are 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
- Develop expertise in channel operations (deal registration, enablement programs, incentive platforms) and lead knowledge-sharing across the team
Required qualifications:
- Proven success applying structured channel methodology to drive measurable outcomes
- Strong understanding of partner dynamics and experience working with channel partners
- Excellent communication and presentation skills; ability to convey complex value propositions to diverse audiences
- Highly organized with 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
- Proactive, solution-oriented approach, especially in dynamic or resource-constrained environments
- Viewed as a trusted collaborator and strategic partner by internal stakeholders
