全国渠道客户经理- SHI
National Channel Account Manager- SHI
职位描述
Abnormal AI 正在寻找一名渠道客户经理加入我们的渠道管理团队。该职位在支持我们销售工作方面起着关键作用，通过与美国各地的渠道合作伙伴建立和管理关键关系。作为一支高度协作且注重细节的团队成员，你将与全国性和地区性合作伙伴建立牢固的关系。你将与销售、市场和技术团队跨职能合作，协调上市策略，推动合作伙伴参与，并支持联合销售工作的成功执行。你适应不同利益相关者需求的能力——从高管到技术人员——将在竞争激烈的市场中代表 Abnormal 的价值至关重要。
你将负责的工作
- 通过识别和引入高影响力的合作伙伴（包括全国性、地区性和 MSSP 渠道）来推动由合作伙伴带来的销售渠道和预订量。
- 与内部渠道和销售领导合作，制定有针对性的招募和赋能策略。
- 与顶级合作伙伴共同制定并维护合作伙伴账户计划，包含可衡量的销售、市场和赋能目标。
- 与渠道市场团队协调需求生成活动，以提升知名度和合格线索。
- 与地区销售团队紧密配合，将顶级潜在客户与合适的合作伙伴对接，促进可衡量的销售渠道增长。
- 作为 Abnormal 现场领导与合作伙伴高管之间的战略联络人，确保组织间的对齐和协作。
- 定期开展培训和知识分享会议，确保合作伙伴团队能够充分准备，有效推广和销售 Abnormal 的产品。
- 在内部代表合作伙伴的利益，并倡导高质量地执行联合营销、认证和合作伙伴计划项目。
- 负责全国性合作伙伴关系，并推动季度计划和赋能工作，以加强这些合作。
- 在渠道运营的关键领域（如交易注册、赋能计划、激励平台）建立专业知识，并在团队中推动知识共享。
必备条件
- 有成功应用结构化渠道方法并实现可衡量成果的经验。
- 有与合作伙伴互动的经验，并对区域内的合作伙伴动态有深入理解。
- 具备出色的沟通和演示能力，能够向各类受众清晰传达复杂的价值主张。
- 高度有条理，具备良好的时间管理和多任务处理能力。
查看英文原文
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 US. 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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Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
Base salary range:
$140,280—$165,000 USD
A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.