Senior Channel Account Manager

• Design, implement, and own a territory-wide channel strategy
• Identify focus partners and future coverage needs across the Nordics
• Own and grow partner-sourced pipeline and bookings across Sweden, Norway, Finland, and Denmark
• Identify, recruit, and onboard partners with Abnormal's channel and sales leadership and Nordics distributor
• Build go-to-market strategies and Partner Account Plans
• Align shared sales, marketing, and certification goals with focus partners
• Design and deliver channel enablement campaigns
• Create demand-generation programs and a country-by-country events calendar with channel marketing
• Connect regional sales teams with partners through partner interlocks, desk days, and joint call-outs
• Build relationships with partner principals, executives, and sales leadership
• Champion focus partners and route opportunities to investing partners
• Drive alignment between Abnormal field leadership and partner regional leaders
• Maintain expertise in Abnormal's competitive positioning
• Become a channel-topic expert and share knowledge with the wider CAM team

Requirements

• Multiple years of experience as a channel sales professional
• Successfully implemented channel methodology
• Knowledge of Nordic security partners and distribution ecosystem across Sweden, Norway, Finland, and Denmark
• Experience working in a startup/scale-up technology company
• Experience delivering cross-functional engagement with sales, marketing, BDR, Product, and SE teams
• Experience managing Solution Provider (VAR), reseller, MSSP, and cloud marketplace partners
• Experience managing conflict, including deal-registration disputes
• Strong sales DNA and proven methodology for generating partner-sourced pipeline and bookings
• Excellent communication, presentation, analytical, organizational, and proactive skills
• Ability to build relationships with information security partners, executives, CEOs, and sales teams

Core Competencies

Demonstrates expertise in channel sales strategy and partner management across the Nordic region, with a strong focus on building relationships and driving partner-sourced pipeline growth. Proficient in implementing channel methodologies and delivering cross-functional engagement with sales and marketing teams.

Highest-signal resume keywords

• Channel Sales Experience
• Nordic Security Partners Knowledge
• Cross-Functional Engagement
• Partner Management

  Hard Skills

  • Channel Strategy Design
  • Partner Account Planning
  • Demand-Generation Programs
  • Channel Enablement Campaigns
  • Conflict Management
  • Deal-Registration Dispute Resolution
  • Sales Methodology Implementation
  • Pipeline Management
  • Market Strategy Development
  • Onboarding Partners

  Soft Skills

  • Excellent Communication
  • Presentation Skills
  • Analytical Skills
  • Organizational Skills
  • Proactive Approach

  Industry Keywords

  • Nordics
  • Channel Sales
  • Information Security
  • Solution Provider
  • Value-Added Reseller (VAR)
  • Managed Security Service Provider (MSSP)
  • Cloud Marketplace
  • Startup/Scale-Up Experience
  • Partner Ecosystem
  • Sales Leadership