Channel Account Manager, AT&T

Description

Absolute Security is the enterprise cyber resilience leader. Our patented Persistence technology is embedded in the firmware of more than 600 million devices through partnerships with nearly 30 of the world’s leading device manufacturers, giving us an unbreakable, self-healing connection to the endpoint that no other vendor can match. Built on that foundation, the Absolute Security Cyber Resilience Platform unifies Secure Endpoint and Secure Access (SSE/ZTNA) so customers stay operational through disruption, recover faster from ransomware and outages, and maintain continuous device trust even when controls are removed or compromised.

We are trusted by thousands of global enterprises and licensed across 16 million devices. With roots in North America and backing from Crosspoint Capital Partners, we are investing in the carrier and telco partnerships that put cyber resilience in the hands of every mobile and hybrid workforce.

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.

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 AT&T, 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

• Existing relationships within AT&T 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.

Why Work For Us:

You’re resilient and passionate about securing the Work from Anywhere era. So are we.

We’re in search of the best and the brightest - everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers - we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.

Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny - IA, Reading - UK and Ho Chi Minh City - Vietnam, Absolute Security accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces.

Our vision is to be the world’s most trusted security company - and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel.

Absolute Security is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at [email protected]