Channel Enablement Manager

About the Role

Through the channel, a great product only wins when the partner knows how to sell it. At Abnormal, we want every partner ready to lead with the whole platform.

Abnormal is a channel-first company: nearly all of our transactions run through partners, which makes partner readiness a direct driver of revenue. As Channel Enablement Manager, you will own how our reseller, distributor, and referral partners learn to position, sell, and support the full Abnormal platform, and how our internal sellers work alongside them. We are expanding from email security into a multi-product behavioral platform spanning Identity, Insider Risk, and AI Security, so partners need to lead with the platform and grow every customer over time. You will be the person who makes that possible.

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. You will build scalable, role-based partner enablement and certifications, deliver training people remember, and use data to prove that enabled partners generate more pipeline and win more deals. It is a role for someone who loves the craft of helping others succeed and wants to bring AI to the center of how enablement scales.

What You Will Do

• Build the framework. Design, build, and deliver a role-based partner enablement framework (Partner Essentials, Partner Sales 101, Pre-Sales 101, and advanced modules) through the Partner Portal and live sessions.
• Get partners productive faster. Lead partner onboarding that takes new and focus partners from signed to productive, with clear readiness milestones and certification paths.
• Train with impact. Deliver engaging in-person and virtual training to partner sellers, SEs, and leaders on Abnormal's value proposition, SEG displacement, discovery, qualification, and competitive positioning.
• Teach partners to sell the platform. Enable partners to sell Abnormal as a platform, with clear land-and-expand plays, cross-sell motions, and readiness for every new product launch.
• Prepare our own teams to co-sell. Enable Abnormal AEs, SDRs, and SEs on how to work with partners, including rules of engagement, deal registration, channel discounts, and renewal incumbency.
• Create the assets partners use. Partner with CAMs, Channel SEs, Channel Ops, Channel Marketing, and Product Marketing to deliver partner-facing sales plays, use cases, win wires, campaigns-in-a-box, and competitive intelligence.
• Let the data steer. Use performance data (partner-sourced pipeline, deal reg conversion, certification completion, win rates) to find gaps, prioritize investments, and report measurable impact.
• Scale with AI. Use AI to scale enablement and reduce CAM 1:1 training time, through AI-assisted content, roleplays, and on-demand coaching, so CAMs can focus on pipeline generation and partner-sourced revenue.

Must Haves

• 5 to 8+ years in channel sales, partner management, sales, or a sales-supporting role (for example, channel/partner enablement, CAM, channel SE, sales enablement), with a track record of individual success and/or developing others.
• Direct experience working with or enabling channel partners (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: certifications, on-demand courses, LMS/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 much as your own.
• A strong analytical mindset. You use data to diagnose performance and prioritize enablement, and can describe past examples of how data drove change.
• Outstanding communication and facilitation skills, including front-of-room presentations, writing, and editing, with high attention to detail.
• AI fluency. You use AI tools daily to build content, analyze data, and scale enablement, and you can clearly explain AI-native security concepts (behavioral AI, AI agents, AI governance) to partner sellers and their customers.
• Willingness to travel approximately 20 to 30% for partner events, bootcamps at our Las Vegas training center, and offsites.

Nice to Have

• Cybersecurity or IT security industry experience, or experience selling into security/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/PRM and LMS platforms (e.g. Highspot, partner relationship management tools).
• Experience in a fast-paced, high-growth (pre-IPO) environment, thriving in ambiguity and wearing multiple hats.

#LI-EM3