Channel Account Manager, AT&T

Absolute Software • San Francisco, CA

6d • Remote

About The Position

Absolute Security is seeking a Channel Account Manager to own and grow a portfolio of carrier and telco partnerships, with a primary focus on AT&T. This senior, individual contributor role is responsible for developing these relationships into a scaled, repeatable, partner-sourced revenue engine. The goal is to attach Absolute’s firmware-embedded resilience and Secure Access to each partner’s enterprise mobility, managed device, and connectivity offerings. The role involves operating at the intersection of multiple organizations, building executive and field-level relationships, aligning go-to-market strategies, and orchestrating internal Absolute resources (sales, product, marketing, enablement) to achieve mutual success. Success will be measured by partner teams effectively leading with Absolute, actively executed joint business plans, and a consistently growing joint pipeline.

Requirements

• 5+ years in technology sales, channel, or strategic alliances, with a 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, prioritizing across them rather than over-investing in one.
• Strong command of cybersecurity and/or enterprise mobility go-to-market; familiarity with endpoint security, SSE, ZTNA, or managed device services is a clear advantage.
• Proven track record building partner enablement programs that change seller behavior.
• Ability to influence and build trust at both the executive and field-seller levels inside large, complex partner organizations.
• A self-starter with a hunter mentality comfortable creating joint plans from a blank page and orchestrating internal teams without direct authority.
• Excellent communication, negotiation, and executive-presentation skills.
• Willingness to travel across the US and Canada as needed.

Nice To Haves

• Existing relationships within AT&T or their partner ecosystems.
• Cross-border (US and Canada) partner or sales experience.
• Experience with embed / OEM or managed-service attach motions.
• Background selling into or alongside public sector and regulated industries.

Responsibilities

• Develop and own a joint business plan for each anchor partner, including value proposition, target segments, routes to market (co-sell, embed, managed-service attach), and a measurable growth path, maintained through regular QBRs.
• Prioritize and sequence investment across the partner portfolio to focus on high-return partnerships and qualify potential partners before consuming resources.
• Carry and exceed new and expansion ARR targets across the partner portfolio, ensuring accurate forecasting and a clear quarter-by-quarter path.
• Utilize partner and pipeline data to demonstrate the unit economics of each relationship to leadership and to reduce friction in joint selling.
• Build and drive partner enablement, including training and certification for partner sellers and SEs, equipping them with joint solution messaging and tools.
• Partner with Absolute marketing to deliver demand-generation programs and assets for partners.
• Build executive sponsorship and seller-level mindshare across each partner, positioning Absolute as a strategic component of their security and mobility portfolio.
• Align closely with Absolute’s regional field sales and broader alliances team to ensure partner-led and direct motions are complementary.
• Embed Absolute into partner offerings and plays where its firmware-resilience and Secure Access portfolio provides differentiated value.
• Protect the security and privacy of Absolute and its customers.
• Perform other duties as assigned by management.

Benefits

• The opportunity to work with a resilient and passionate team focused on securing the Work from Anywhere era.
• The chance to help shape the next decade of security and drive innovation with disruptive solutions.
• Being part of a company dedicated to making a meaningful difference.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed