Description
As a Strategic Alliances Manager at Abnormal AI, you will own a portfolio of the company's highest-priority partnerships end-to-end, beginning with CrowdStrike and Cyera, and expanding to include other top-tier alliances.
The CrowdStrike relationship sits at the center of Abnormal's alliances strategy: a multi-year, investor-backed partnership spanning co-sell, endpoint and identity integrations, SIEM, malware analysis, and the CrowdXDR Alliance.
Your responsibilities will include:
- Owning Abnormal's global relationships with CrowdStrike, Cyera, and other managed-phase strategic partners across co-sell, field enablement, programs, executive alignment, and joint GTM execution.
- Facilitating and managing co-selling opportunities, account mapping, and joint sales engagements between partner field teams and Abnormal.
- Driving pipeline development with partner field sellers and alliance counterparts, tracking opportunities and bookings to provide accurate forecasts and funnel management reports.
- Developing and delivering joint GTM initiatives, sales enablement content, and training to accelerate adoption across each partner's ecosystem.
- Building and maintaining executive-level relationships across your partner portfolio to drive strategic alignment, investment, and joint planning.
- Developing annual and quarterly business plans per partner, including pipeline targets, performance goals, and execution strategies.
- Representing Abnormal at partner events, identifying ecosystem alignment opportunities with regional and national channel partners.
- Serving as the escalation point for pre-sales and post-sales issues requiring partner coordination.
- Managing partner lifecycle transitions.
You will also be expected to leverage AI tools to streamline reporting, pipeline analysis, account research, and enablement content creation, and demonstrate comfort experimenting with emerging AI tools.
The ideal candidate has 5+ years of alliance or partner management experience, including direct experience managing strategic co-sell relationships with CrowdStrike, Cyera, or comparable top-tier cybersecurity or data security platform vendors.