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Abnormal AI is seeking a Senior Channel Account Manager to lead and grow the Nordics region (Sweden, Norway, Finland, Denmark) as part of the Channel Management team. This role offers real ownership of an entire region, building and energizing relationships with leading Nordic security partners.
Key responsibilities include designing and implementing a territory-wide channel strategy, identifying focus partners, and owning partner-sourced pipeline and bookings across all four countries. You will conduct account mapping sessions, shape go-to-market and Partner Account Plans, and collaborate with marketing to execute channel events. You'll partner with the Nordics distributor to recruit and onboard partners, and work cross-functionally with sales, marketing, BDR, product, and solutions engineering teams to drive excellence.
You'll design and deliver channel enablement campaigns, build winning go-to-market strategies with focus partners, and create demand-generation programs. Regular partner interlocks, desk days, and joint call-outs with account executives will help accelerate pipeline and close business faster. You'll become a trusted face of Abnormal across the region, building strong relationships with partner principals, executives, and sales leadership.
The ideal candidate brings multiple years of channel sales experience with proven methodology for generating partner-sourced pipeline and bookings. You have deep knowledge of the Nordics security partner and distribution ecosystem, experience managing multiple partner types (VAR, reseller, MSSP, cloud marketplace), and a track record in startup/scale-up technology companies. You're highly analytical, detail-oriented, an excellent communicator and presenter, and comfortable at all levels from CEO boardrooms to partner sales floors. Experience managing cross-functional engagement, handling partner conflict and deal-registration disputes, and staying sharp on competitive positioning is essential.
