Channel Account Manager

Job Description:

• Own and grow a portfolio of carrier and telco partnerships, anchored by AT&T
• Identify and onboard additional strategic partners over time
• Build executive and field-level relationships inside partner organizations
• Align partner go-to-market motions with Absolute’s
• Orchestrate internal sales, product, marketing, and enablement resources
• Build and maintain joint business plans covering value proposition, target segments, routes to market, and measurable growth paths
• Maintain regular QBR cadence with partner and internal stakeholders
• Prioritize investment across the partner portfolio and qualify potential partners
• Carry and exceed new and expansion ARR targets
• Forecast accurately and establish quarter-by-quarter revenue plans
• Use partner and pipeline data to demonstrate relationship unit economics and remove friction in joint selling
• Build and drive partner enablement programs
• Train and certify partner sellers and sales engineers
• Equip partners with joint solution messaging and tools
• Partner with marketing on demand-generation programs and assets
• Build executive sponsorship and seller-level mindshare
• Align regional field sales and alliances teams so partner-led and direct motions reinforce each other
• Embed Absolute’s firmware-resilience and Secure Access portfolio into partner offerings and plays
• Protect the security and privacy of Absolute and its customers
• Perform other duties as assigned by management

Requirements:

• 5+ years in technology sales, channel, or strategic alliances
• Proven record of exceeding new and expansion revenue targets in a quota-carrying role
• Direct experience building or scaling relationships with carriers, telcos, or large national partners, ideally AT&T, or comparable service providers
• Demonstrated ability to manage a portfolio of partners and prioritize across them
• Strong command of cybersecurity and/or enterprise mobility go-to-market
• Familiarity with endpoint security, SSE, ZTNA, or managed device services is advantageous
• Proven track record building partner enablement programs that change seller behavior
• Ability to influence and build trust at executive and field-seller levels inside large, complex partner organizations
• Self-starter with a hunter mentality, comfortable creating joint plans and orchestrating internal teams without direct authority
• Excellent communication, negotiation, and executive-presentation skills
• Willingness to travel across the US and Canada as needed
• Existing relationships within AT&T or its partner ecosystems is a nice-to-have
• Cross-border US and Canada partner or sales experience is a nice-to-have
• Experience with embed/OEM or managed-service attach motions is a nice-to-have
• Background selling into or alongside public sector and regulated industries is a nice-to-have

Benefits:

• Work-from-anywhere-oriented company mission
• Equal Employment Opportunity and Affirmative Action employer
• Disability accommodations available upon request