Abnormal AI is looking for a VP, Global Channels to lead our global partner and channel ecosystem. Channel is already our largest route to market, driving over half of new annual contract value through resellers and distributors worldwide. This leader will take that engine to the next level.
You will own channel strategy end to end: re-energizing and deepening relationships with our top partners, driving cross-sell of our newer products into the shared customer base, expanding into strategic partners and regions where we have room to grow, and building the global team and programs to support it.
The right person operates at startup speed with a builder's mindset. You are comfortable creating programs from scratch, not just running an established playbook, and you bring credibility with partner executives around the world.
What You Will Do- Own and scale Abnormal AI's global partner and channel strategy across resellers and distributors in North America, EMEA, and APJ
- Build and lead executive-level relationships with top-tier partners and open new strategic partnerships with enterprise-focused partners
- Design and run programs, incentives, and outreach that drive cross-sell of new products into our existing customer base through the channel
- Build the go-to-market motion that extends Abnormal AI beyond email security into new product categories through partners
- Own Public Sector channel strategy and partner relationships
- Build, develop, and scale a high-performing global channel organization
- Partner with Sales, Marketing, and Product leadership to align channel strategy with company priorities
- Establish channel performance metrics, forecasting, and reporting for executive and board-level visibility
- Represent Abnormal AI at partner and industry events globally
Abnormal AI expects GTM leaders to use AI as a structural advantage, not a productivity add-on. You should have a clear point of view on how AI changes partner enablement, deal support, and channel operations, and a track record of building teams and programs around that shift.
Must Haves- 12+ years in channel/partner sales leadership, including 5+ years at the VP level or above
- Vendor-side (manufacturer) cybersecurity channel leadership experience
- Experience leading a global channel organization (NA, EMEA, and APJ), not solely the Americas
- Experience leading a team of 20+ through a comparable growth phase (e.g., scaling from roughly $500M to $1B+ in revenue)
- Direct, executive-level relationships with major channel partners and distributors in cybersecurity or adjacent enterprise software
- Ability to operate at startup speed in a hands-on, builder capacity, not solely within a large, highly resourced organization
- Experience designing programs and incentives that drive multi-product or cross-sell adoption through partners
- Experience with Public Sector channel dynamics, including Federal and SLED
- Experience building or scaling a channel motion for a newly launched product category (e.g., AI-native security, identity, or SOC automation)
- Experience with Federal channel and large-enterprise partners (e.g., global integrators, infrastructure-led partners moving into cyber)
- Familiarity with MSP/MSSP partner motions
- Bachelor's degree in Business, Marketing, or a related field
#LI-AK1
Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
Abnormal Security San Francisco, California, USA Office
185 Clara St. , San Francisco, CA, United States, 94107
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