About the Role

Abnormal AI is seeking a Channel Account Manager to join our Channel Management team. This role is pivotal in supporting our sales efforts by developing and managing key relationships with channel partners across the DC, Maryland, and Virginia region. 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.

What you will do 

• Drive partner-sourced pipeline and bookings by identifying and onboarding high-impact partners, 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.

Must Haves 

• Proven success applying a structured channel methodology to drive measurable outcomes.
• Experience working with and having a strong understanding of partner dynamics in the region.
• 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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