Channel Account Manager, Carriers & Telco Partnerships

Absolute Software; United States; Hybrid; USD 80,000 - 120,000; Full time

Job summary

Absolute Software is hiring a Channel Account Manager to manage and grow partnerships with carriers like Verizon and Rogers. This role involves strategic planning, revenue generation, and fostering relationships to ensure successful collaboration between Absolute and its partners.

The ideal candidate should possess a minimum of 5 years in technology sales, demonstrating strong relationship-building skills while exceeding revenue targets. The position includes the potential for travel across the US and Canada as necessary.

Qualifications

• 5+ years in technology sales, channel, or strategic alliances.
• Direct experience with carriers, telcos, or large national partners.
• Ability to manage a portfolio of partners effectively.

Responsibilities

• Build and own a joint business plan for each anchor partner.
• Carry and exceed new and expansion ARR targets.
• Build and drive partner enablement, train and certify partner sellers.

Skills

Technology sales experience

Relationship building with carriers

Cybersecurity knowledge

Excellent communication skills

Negotiation skills

Job description

We are hiring a Channel Account Manager to own and grow a portfolio of carrier and telco partnerships, anchored by Verizon in the US and Rogers in Canada, 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.

What You’ll Do

• 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.

What You’ll Bring

• 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.
• Direct experience building or scaling relationships with carriers, telcos, or large national partners, ideally Verizon, Rogers, or comparable service providers.
• Demonstrated ability to manage a portfolio of partners, prioritizing across them rather than over‑investing in one.
• Strong command of cybersecurity and/or enterprise mobility go‑to‑market; familiarity with endpoint security, SSE, ZTNA, or managed device services is a clear advantage.
• Proven track record building partner enablement programs that change seller behavior, not just deliver training.
• Ability to influence and build trust at both the executive and field‑seller levels inside large, complex partner organizations.
• A self‑starter with a hunter mentality comfortable creating joint plans from a blank page and orchestrating internal teams without direct authority.
• Excellent communication, negotiation, and executive‑presentation skills. Willingness to travel across the US and Canada as needed.

Nice-to-have skills/experience

• Existing relationships within Verizon Business, Rogers, or their partner ecosystems.
• Cross‑border (US and Canada) partner or sales experience.
• Experience with embed / OEM or managed‑service attach motions, where a vendor solution is built into a partner’s offering rather than simply resold.
• Background selling into or alongside public sector and regulated industries.