Job Description
About the Role
Abnormal AI stops the cyberattacks that traditional security tools miss, and our partner ecosystem is one of the fastest-growing engines behind that mission. We’re looking for a Senior Channel Account Manager to lead and grow our Nordics region (Sweden, Norway, Finland, and Denmark) as part of our Channel Management team.
This is a chance to take real ownership of an entire region. You’ll build and energize relationships with leading Nordic security partners, run account mapping sessions, shape go-to-market and Partner Account Plans, and team up with our marketing organization to bring channel events to life. You’ll also partner closely with our Nordics distributor to recruit and onboard the partners who will power our next phase of growth. If you love building something big, working at pace, and being the driving force behind a region’s success, this role is for you.
About You
You’re a channel sales professional with serious sales DNA and multiple years of experience turning partner relationships into real growth. You know that pipeline is the lifeblood of the business, and you bring a sharp, proven methodology for consistently generating partner-sourced pipeline and bookings. You bring high energy and a high level of activity to everything you do: from account mapping sessions to Partner Account Plans to the channel-marketing events that get partners excited to sell with us.
You build genuine, lasting relationships with key information security partners across the region, national players and local specialists alike, and you’re just as comfortable in the boardroom with a CEO as you are training a partner’s sales floor. You’re highly analytical, detail-oriented, and a natural communicator and presenter who can make Abnormal’s value click for any audience. You’re organized, proactive, and quick to flag progress or risk in the moment rather than letting things go quiet, and you thrive on the grit and creativity it takes to build a region from the ground up.
Knowledge / Experience
- Ability to apply a channel methodology you have successfully implemented in the past to this role.
- Know who to work with and which partners can move the needle in the Nordics territory.
- Be an excellent communicator who can help partners clearly understand our partner value proposition (the why they work with us) and the Abnormal AI customer value proposition (why customers choose Abnormal).
- Knowledgeable of the Nordics (Sweden, Norway, Finland, Denmark) security partners and distribution ecosystem,
- Have worked in a startup/scale up technology company and understand the grit and velocity required to be successful
- Experience of delivering cross-functional engagement into partners, leveraging sales, marketing, BDR, Product and SE teams to drive excellence and business development
- Have managed multiple types of partner, from Solution Provider (VAR) to reseller to MSSP to cloud marketplace partners.
- Have experience managing conflict, including deal-registration disputes between partners on shared accounts.
What You Will Do
- Design, implement and own a territory-wide channel strategy, identifying key “Focus” partners for the region, and future coverage required based on our country-specific needs.
- Own and grow partner-sourced pipeline and bookings across Sweden, Norway, Finland, and Denmark
- Team up with Abnormal’s channel and sales leadership, and with our Nordics distributor,to identify and recruit the partners best placed to accelerate our growth
- Build winning go-to-market strategies and Partner Account Plans with your focus partners, aligning on shared sales, marketing, and certification goals.
- Design and deliver channel enablement campaigns that get partner sales and technical teams confident and excited to sell Abnormal.
- Partner with our channel marketing team to create demand-generation programs and a country-by-country events calendar that keeps the Nordics buzzing with partner activity.
- Connect your region’s sales teams with the right partners and build a rhythm of regular partner interlocks, desk days, and joint call-outs alongside your AE colleagues to help build pipeline faster and close more business together.
- Build strong, lasting relationships with partner principals, executives, and sales leadership, becoming a trusted, familiar face of Abnormal across the region.
- Champion your focus partners, making sure the opportunities Abnormal create go to the partners who are investing in you.
- Drive alignment between Abnormal field leadership (RD, SE Manager, etc.) and key partner regional leaders.
- Stay sharp on Abnormal’s competitive positioning so you can tell our story with confidence.
- Become a go-to expert on channel topics (Deal Reg, Account Plans, PG plans, new initiatives, etc.) and share what you know with the wider CAM team.
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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.
