Description

You will drive partner-sourced pipeline and bookings by developing and managing key relationships, including CDW, while working cross-functionally with sales, marketing, and technical teams to align go-to-market strategies. Your role involves creating partner account plans, coordinating demand generation, and conducting training to equip partner teams, ensuring successful execution of joint sales efforts.

Requirements

• 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.

Responsibilities

• 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.