Offer summary

Qualifications:

Proven success in applying structured channel methodologies to drive measurable outcomes., Experience in the SLED/public sector space with a strong understanding of partner dynamics., Strong communication and presentation skills to convey complex value propositions., Highly organized with the ability to manage competing priorities and follow through on deliverables..

Key responsibilities:

Drive partner-sourced pipeline and bookings by onboarding high-impact partners in the SLED vertical.

Collaborate with internal teams to develop recruitment and enablement strategies for partners.

Create and maintain Partner Account Plans with measurable objectives for top partners.

Serve as a strategic liaison between Abnormal’s leadership and partner executives to ensure alignment.

Job description

About the Role

Abnormal is seeking a Channel Account Manager – SLED (West Coast) to join our Channel Management team. This role is pivotal in supporting our public sector sales efforts by developing and managing key relationships with channel partners across the western U.S.

As part of a highly collaborative and detail-oriented team, you will build strong relationships with both national and regional partners. You’ll work cross-functionally with sales, marketing, and technical teams to align go-to-market strategies, drive partner engagement, and support the successful execution of joint sales efforts. Your ability to adapt to diverse stakeholder needs—from executives to technical staff—will be essential as you represent Abnormal's value in a competitive market.

Key Responsibilities

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.

What You'll Bring

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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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

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