Channel Account Manager

About the Role

Abacus Insights is looking for a Channel Account Manager to strengthen the ecosystem of partners that extends our reach and amplifies our impact. This is a high-visibility role at the intersection of strategy, enablement, and growth—managing relationships with consulting firms and systems integrators, ISVs embedded in our solution, and large technology platforms like Databricks, Microsoft Azure, and AWS.

You'll align incentives, run co-sell motions, and turn these partnerships into a reliable pipeline of qualified opportunities for Abacus. Once a lead or opportunity is identified, you'll work shoulder-to-shoulder with our sales team to help close it—then build the flywheel so it happens again and again.

You'll be joining at a pivotal moment, with strong momentum and a partner ecosystem primed for activation. If you understand both the healthcare industry and the technology reshaping it, this is your role.

Your day to day

• Manage strategic relationships with consulting and systems integrator partners, ISVs, and cloud/platform technology partners (Databricks, Azure, AWS, and others)
• Run partner enablement programs—co-sell frameworks, partner training, and referral structures—that drive qualified pipeline into the Abacus sales process
• Identify, qualify, and convert partnership opportunities into tangible sales leads and revenue-generating engagements
• Partner closely with Abacus sales, marketing, and solutions teams to support active opportunities and ensure seamless handoffs
• Track partner engagement, pipeline contribution, and revenue influence; report on ROI to guide ongoing investment
• Represent Abacus at partner events, conferences, and executive briefings to deepen relationships and raise our profile
• Ensure partner commitments are reflected in product positioning, solution packaging, and customer success motions

What you bring to the team

• 5–7 years in business development, strategic partnerships, sales enablement, or management consulting, with a track record of measurable revenue impact
• Experience within healthcare consulting, payer technology, or the health data ecosystem
• Demonstrated sales prowess—you know how to identify a real opportunity, build a business case, and close it
• Strategic thinker who can translate ecosystem dynamics into a partner strategy that ladders up to company growth goals
• Understanding of how large enterprises buy, how data flows through their ecosystem, and who the key players are
• Comfort operating at both a strategic and tactical level—you can set partner strategy and also write the enablement deck, run the QBR, and coach a rep on a specific deal
• Strong relationship-building skills across levels, from field reps at a systems integrator to a VP of Alliances at a major cloud provider
• Excellent communication skills, with the ability to distill complex ideas for executive audiences
• Self-starter mentality, comfortable building structure in ambiguity and managing multiple workstreams
• Bachelor's degree or equivalent relevant experience

What we would like to see, but is not required

• Prior experience in SaaS, health tech, payer, or data platform companies in a partnerships or BD capacity
• Experience with cloud platforms (AWS, Azure, GCP), data platforms (Databricks, Snowflake), or enterprise software ecosystems
• Familiarity with value-based care, payer data infrastructure, or interoperability standards (FHIR, CMS mandates)
• Experience with CRM/partner relationship management tools (HubSpot or similar)
• Existing relationships within the healthcare consulting, payer technology, or health data ecosystem