Channel Enablement Manager

Abnormal

6h•$133,900 - $192,500

About The Position

Abnormal is a channel-first company, with nearly all transactions running through partners. The Channel Enablement Manager owns how reseller, distributor, and referral partners learn to position, sell, and support Abnormal’s full platform, and how internal sellers work alongside them. As Abnormal expands from email security into a multi-product behavioral platform spanning Identity, Insider Risk, and AI Security, the role helps partners lead with the platform and grow customer relationships over time. This is a high-visibility individual contributor role on the Sales Enablement team, working closely with Channel Leadership, Channel Account Managers (CAMs), and Channel SEs. The manager builds scalable, role-based partner enablement and certifications, delivers memorable training, and uses data to demonstrate how enablement affects partner pipeline and deal outcomes. The role also uses AI to scale enablement.

Requirements

5 to 8+ years in channel sales, partner management, sales, or a sales-supporting role, such as channel or partner enablement, CAM, channel SE, or sales enablement, with a track record of individual success and/or developing others.
Direct experience working with or enabling channel partners—including VARs, resellers, distributors, MSPs, or referral partners—in a B2B SaaS environment.
A solid understanding of how partners make money and decide which vendors to champion, and the credibility to influence partner sellers and internal AEs on co-selling, deal registration, and channel conflict.
Experience designing and running scalable enablement, including certifications, on-demand courses, LMS or partner portal content, and live training.
A genuine desire to help others succeed, with a sense of accomplishment tied to partner and field performance as well as personal performance.
A strong analytical mindset, using data to diagnose performance and prioritize enablement, with examples of data-driven change.
Outstanding communication and facilitation skills, including presentations, writing, and editing, with high attention to detail.
AI fluency: daily use of AI tools to build content, analyze data, and scale enablement, and the ability to explain AI-native security concepts—including behavioral AI, AI agents, and AI governance—to partner sellers and their customers.
Willingness to travel approximately 20 to 30% for partner events, bootcamps at the Las Vegas training center, and offsites.

Nice To Haves

Cybersecurity or IT security industry experience, or experience selling to security or IT buyer personas.
Experience enabling a multi-product or platform portfolio, including cross-sell, upsell, and new product launch readiness.
Experience with sales methodologies such as Force Management and MEDDIC, and translating them for partner audiences.
Hands-on experience with partner portals or PRM and LMS platforms, such as Highspot or partner relationship management tools.
Experience in a fast-paced, high-growth (pre-IPO) environment, thriving in ambiguity and wearing multiple hats.

Responsibilities

Design, build, and deliver a role-based partner enablement framework—including Partner Essentials, Partner Sales 101, Pre-Sales 101, and advanced modules—through the Partner Portal and live sessions.
Lead partner onboarding, taking new and focus partners from signed to productive with clear readiness milestones and certification paths.
Deliver engaging in-person and virtual training for partner sellers, SEs, and leaders on Abnormal’s value proposition, SEG displacement, discovery, qualification, and competitive positioning.
Enable partners to sell Abnormal as a platform, including land-and-expand plays, cross-sell motions, and readiness for each new product launch.
Enable Abnormal AEs, SDRs, and SEs to work with partners, covering rules of engagement, deal registration, channel discounts, and renewal incumbency.
Work with CAMs, Channel SEs, Channel Ops, Channel Marketing, and Product Marketing to create partner-facing sales plays, use cases, win wires, campaigns-in-a-box, and competitive intelligence.
Use partner-sourced pipeline, deal registration conversion, certification completion, and win-rate data to identify gaps, prioritize investments, and report measurable impact.
Use AI-assisted content, roleplays, and on-demand coaching to scale enablement and reduce CAM one-to-one training time, enabling CAMs to focus on pipeline generation and partner-sourced revenue.