Vice President, Global Channel Sales

Abnormal

4d•$290,700 - $342,000

About The Position

Abnormal AI is seeking a VP, Global Channels to lead its global partner and channel ecosystem. Channel is already the company’s largest route to market, driving over half of new annual contract value through resellers and distributors worldwide. The role will scale that channel engine by strengthening relationships with top partners, expanding cross-sell of newer products into the shared customer base, growing partnerships in strategic regions, and building the global team and programs to support those efforts. The position owns channel strategy end to end across North America, EMEA, and APJ. It requires a hands-on, builder-oriented leader who can create programs from scratch, operate at startup speed, and build credibility with partner executives around the world. The leader will shape partner go-to-market motions that extend Abnormal AI beyond email security into new product categories, including using AI to improve partner enablement, deal support, and channel operations. The role partners with Sales, Marketing, and Product leadership; owns Public Sector channel strategy and relationships; and establishes channel metrics, forecasting, and reporting for executive and board-level visibility. It also represents Abnormal AI at partner and industry events globally. Compensation includes a base salary range of $290,700–$342,000 USD, with possible bonus or incentive compensation, equity, and a comprehensive benefits package.

Requirements

12+ years in channel or partner sales leadership, including 5+ years at the VP level or above.
Vendor-side (manufacturer) cybersecurity channel leadership experience.
Experience leading a global channel organization across North America, EMEA, and APJ, not solely the Americas.
Experience leading a team of 20+ through a comparable growth phase, such as scaling from roughly $500M to $1B+ in revenue.
Direct, executive-level relationships with major channel partners and distributors in cybersecurity or adjacent enterprise software.
Ability to operate at startup speed in a hands-on, builder capacity, rather than solely within a large, highly resourced organization.
Experience designing programs and incentives that drive multi-product or cross-sell adoption through partners.
Experience with Public Sector channel dynamics, including Federal and SLED.
A clear point of view on how AI changes partner enablement, deal support, and channel operations, and a track record of building teams and programs around that shift.

Nice To Haves

Experience building or scaling a channel motion for a newly launched product category, such as AI-native security, identity, or SOC automation.
Experience with Federal channel and large-enterprise partners, such as global integrators or infrastructure-led partners moving into cyber.
Familiarity with MSP/MSSP partner motions.
Bachelor's degree in Business, Marketing, or a related field.

Responsibilities

Own and scale Abnormal AI's global partner and channel strategy across resellers and distributors in North America, EMEA, and APJ.
Build and lead executive-level relationships with top-tier partners and establish new strategic partnerships with enterprise-focused partners.
Design and run programs, incentives, and outreach to drive cross-sell of new products into the existing customer base through the channel.
Build the partner go-to-market motion to extend Abnormal AI beyond email security into new product categories.
Own Public Sector channel strategy and partner relationships.
Build, develop, and scale a high-performing global channel organization.
Partner with Sales, Marketing, and Product leadership to align channel strategy with company priorities.
Establish channel performance metrics, forecasting, and reporting for executive and board-level visibility.
Represent Abnormal AI at partner and industry events globally.
Develop a point of view and build teams and programs around how AI can improve partner enablement, deal support, and channel operations.