Channel Enablement Manager

About this role

Own partner enablement for Abnormal’s reseller, distributor, and referral channels, helping partners sell and support its expanding security platform. Build scalable training and certification programs, prepare internal teams to co-sell, and use performance data and AI tools to improve partner productivity and revenue.

About the company

Abnormal Security uses AI to detect and stop email and collaboration attacks such as phishing and business email compromise. It protects enterprises against social engineering and account takeover.

The team

Sales Enablement team

What you'll do

• Create role-based partner training, onboarding, and certification programs through the Partner Portal and live sessions.
• Train partner sellers, SEs, and leaders on positioning, discovery, qualification, competitive selling, and platform expansion.
• Prepare Abnormal AEs, SDRs, and SEs to work effectively with partners, including deal registration and rules of engagement.
• Develop partner-facing sales plays, use cases, campaigns, and competitive intelligence with cross-functional teams.
• Use partner pipeline, deal registration, certification, and win-rate data to prioritize enablement and measure impact.
• Use AI-assisted content, roleplays, and on-demand coaching to scale enablement and reduce CAM training time.

What we're looking for

• 5–8+ years in channel sales, partner management, sales, or a sales-supporting role.
• Experience working with or enabling B2B SaaS channel partners such as resellers, distributors, MSPs, or referral partners.
• Understanding of partner economics and credibility influencing partner sellers and internal teams on co-selling and channel processes.
• Experience building scalable enablement, including certifications, on-demand courses, partner portal or LMS content, and live training.
• Analytical mindset with examples of using data to improve performance and prioritize enablement.
• Strong presentation, facilitation, writing, and editing skills.
• Daily use of AI tools for content, analysis, or enablement, and ability to explain AI-native security concepts.
• Willingness to travel approximately 20–30%.

Nice to have

• Cybersecurity or IT security experience, or experience selling to security and IT buyers.
• Experience enabling a multi-product platform, including cross-sell, upsell, and product launches.
• Experience with Force Management, MEDDIC, partner portals, PRM, or LMS platforms.
• Experience in a fast-paced, high-growth environment.