Channel Account Manager (AT&T)

Absolute Security; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Recognition

Development

Comfort

Inspiration

Refreshments

Health

Connection

Balance

Job summary

Absolute Security is seeking a senior Channel Account Manager to own and grow a portfolio of carrier and telco partnerships, anchored by AT&T, with a mandate to onboard additional strategic partners over time.

This senior individual-contributor role turns relationships into a scalable partner-sourced revenue engine, aligning exec and field relationships with Absolute’s sales, product, marketing, and enablement teams to win together.

Qualifications

• 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.
• Excellent communication, negotiation, and executive-presentation skills.
• Willingness to travel across the US and Canada as needed.
• Direct experience building or scaling relationships with carriers, telcos, or large national partners, ideally AT&T.
• Self-starter with a hunter mentality and ability to orchestrate internal teams without direct authority.

Responsibilities

• Own and grow a portfolio of carrier and telco partnerships anchored by AT&T.
• Develop joint business plans with anchor partners and execute QBRs.
• Forecast revenue and manage a quarter-by-quarter growth path.
• Build and drive partner enablement programs and train partner sellers.
• Collaborate with Absolute marketing to deliver demand-generation assets.
• Align with regional field sales and alliances teams to reinforce partner-driven and direct motions.
• Embed Absolute offerings into partner portfolios to create differentiated value.

Skills

Channel sales

Partnerships

Executive communication

Strategic alliances

Hunter mentality

Job description

• We are hiring a Channel Account Manager to own and grow a portfolio of carrier and telco partnerships, anchored by AT&T, with a mandate to identify and onboard additional strategic partners over time
• This is a senior, individual contributor role responsible for turning these relationships into a scaled, repeatable, partner-sourced revenue engine, attaching Absolute’s firmware-embedded resilience and Secure Access to each partner’s enterprise mobility, managed device, and connectivity offerings
• You will operate at the intersection of multiple organizations: building executive and field-level relationships inside each partner, aligning their go-to-market motions with ours, and orchestrating the internal Absolute resources: sales, product, marketing, and enablement needed to win together
• Success looks like partner teams that know when and how to lead with Absolute, joint business plans that are actively executed, and a joint pipeline that grows quarter over quarter
• Strategic account planning:
• Build and own a joint business plan for each anchor partner: value proposition, target segments, routes to market (co-sell, embed, and managed-service attach), and a measurable growth path and maintain it through a regular QBR cadence with both partner and internal stakeholders
• Prioritize and sequence investment across the portfolio so the highest-return partnerships get the focus, and "potential" partners are qualified before they consume resources
• Revenue:
• Carry and exceed new and expansion ARR targets across the partner portfolio, with accurate forecasting and a clear quarter-by-quarter path
• Use partner and pipeline data to prove the unit economics of each relationship to leadership on both sides and to remove friction in joint selling
• Enablement:
• Build and drive partner enablement, train and certify partner sellers and SEs, equip them with joint solution messaging and tools, and ensure each partner can position and sell Absolute without hand-holding
• Partner with Absolute marketing to deliver demand-generation programs and assets that partners can take to market
• Relationships and alignment:
• Build executive sponsorship and seller-level mindshare across each partner, elevating Absolute from a line item to a strategic component of their security and mobility portfolio
• Align tightly with Absolute’s regional field sales and broader alliances team so partner-led and direct motions reinforce rather than collide
• Embed Absolute into the partner offerings and plays where our firmware-resilience and Secure Access portfolio creates the most differentiated value
• Protect the security and privacy of Absolute and its customers
• Other duties as assigned by management

Benefits

• Recognition: Competitive pay, exceptional benefits, and matching programs for retirement plans
• Development: Training and career development to help you grow, personally and professionally
• Comfort: Bright, modern offices with ergonomic workspaces, and areas for team collaboration and individual focus
• Inspiration: In-office art gallery, seasonally refreshed with a vibrant selection from British Columbia artists
• Refreshments: Free refreshments, from pastries to popcorn to pizza, and a huge selection of hot and cold beverages
• Health: Onsite fitness classes to burn off calories from the free snacks and keep you mentally sharp
• Connection: Monthly social events and an annual retreat to bring the team together and celebrate our wins
• Balance: Work/life balance with flexible time off and Absolute-sponsored events for the whole family

Direct experience building or scaling relationships with carriers, telcos, or large national partners, ideally AT&T, or comparable service providers5+ years in technology sales, channel, or strategic alliances, with a proven record of exceeding new and expansion revenue targets in a quota-carrying roleExcellent communication, negotiation, and executive-presentation skills. Willingness to travel across the US and Canada as neededA self-starter with a hunter mentality comfortable creating joint plans from a blank page and orchestrating internal teams without direct authorityDemonstrated ability to manage a portfolio of partners, prioritizing across them rather than over-investing in oneStrong command of cybersecurity and/or enterprise mobility go-to-market; familiarity with endpoint security, SSE, ZTNA, or managed device services is a clear advantageAbility to influence and build trust at both the executive and field-seller levels inside large, complex partner organizationsProven track record building partner enablement programs that change seller behavior, not just deliver trainingExisting relationships within AT&T or their partner ecosystemsCross-border (US and Canada) partner or sales experienceBackground selling into or alongside public sector and regulated industriesExperience with embed / OEM or managed-service attach motions, where a vendor solution is built into a partner’s offering rather than simply resold