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About the Role
Absolute Security is seeking a Channel Account Manager to manage and expand a portfolio of carrier and telco partnerships, focusing on AT&T and identifying new strategic partners. This role is responsible for developing these relationships into a significant source of partner-generated revenue by integrating Absolute's resilience and Secure Access solutions with partner offerings.
Responsibilities
- Develop and maintain joint business plans with anchor partners, including value proposition, target segments, routes to market, and growth strategies.
- Conduct regular Quarterly Business Reviews (QBRs) with partners and internal stakeholders.
- Prioritize and manage investments across the partner portfolio to focus on high-return relationships.
- Qualify potential partners before allocating resources.
- Achieve and exceed new and expansion Annual Recurring Revenue (ARR) targets.
- Provide accurate revenue forecasting.
- Utilize partner and pipeline data to demonstrate the economic value of each relationship.
- Remove obstacles in joint selling processes.
- Develop and execute partner enablement programs, including training and certification for partner sales and SE teams.
- Equip partners with joint solution messaging and sales tools.
- Ensure partners can effectively position and sell Absolute solutions independently.
- Collaborate with Absolute marketing to deliver joint demand-generation programs and assets.
- Build executive sponsorship and field-level engagement within partner organizations.
- Align with Absolute's regional field sales and alliances teams to ensure cohesive go-to-market strategies.
- Integrate Absolute solutions into partner offerings where they provide the most value.
- 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 with a proven record of exceeding revenue targets in a quota-carrying role.
- Direct experience building or scaling relationships with carriers, telcos, or large national partners, preferably AT&T or similar service providers.
- Demonstrated ability to manage a partner portfolio and prioritize effectively.
- Strong understanding of cybersecurity and/or enterprise mobility go-to-market strategies.
- Familiarity with endpoint security, SSE, ZTNA, or managed device services is advantageous.
- Proven track record of building partner enablement programs that drive behavioral change.
- Ability to influence and build trust at executive and field-seller levels within large, complex organizations.
- Self-starter with a hunter mentality, capable of 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.
Skills
- Cybersecurity
- Enterprise Mobility
- Endpoint Security
- SSE
- ZTNA
- Managed Device Services
- Channel Sales
- Strategic Alliances
- Account Management
- Business Development
- Partner Enablement
- Demand Generation
- Negotiation
- Executive Presentation
Location
- US
- Canada
Work Type
- Full-time
Experience Level
- Senior
About the Company
- Absolute Security is the enterprise cyber resilience leader, with patented Persistence technology embedded in over 600 million devices through partnerships with leading device manufacturers.
- Their Cyber Resilience Platform unifies Secure Endpoint and Secure Access (SSE/ZTNA) to ensure business continuity, faster recovery from disruptions, and continuous device trust.
- Trusted by thousands of global enterprises and licensed across 16 million devices.
- Investing in carrier and telco partnerships to provide cyber resilience for mobile and hybrid workforces.
- Headquartered in Seattle, Washington, with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny – IA, Reading - UK and Ho Chi Minh City – Vietnam.
- Accelerates customers’ shift to work-from-anywhere with a self-healing Zero Trust platform.
- Vision is to be the world’s most trusted security company, empowering secure and uninterrupted connections from anywhere.
- Serves approximately 16,000 customers with over 13 million activated endpoints globally.
- Recognized as a Leader in Endpoint Management and Zero Trust Networking by G2 in Winter 2022.