Mid Market Sales Manager

The Opportunity

Abnormal Security is seeking a highly motivated sales leader to join our Sales organisation as a Sales Manager for the Mid Market Sales Team. This sales leader will be responsible for all elements of team development – recruitment, hiring, enablement, and management of a sales team, as well as driving revenue growth and exceeding sales targets within their Region.

Who you are:

This person will need to be passionate about the extraordinary value Abnormal is providing to our customers and conduct themselves with exceptional professionalism, honesty, and integrity.

What you’ll do: 

• Recruit and hire a world-class team of sellers, on time and on budget

• Clearly articulate, manage and enable sellers to hit all key productivity metrics and milestones of growth

• Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.

• Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.

• Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program.

• Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.

• Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology

• Develop strategic relationships with existing channel partners and the development of new channel partners.

• Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.

• Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in accounts within the designated territory.
  

Experience you’ll need:

• Minimum 2+ years sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.

• Minimum of 2+ years leading a sales team focused on growing new business and new logos.

• Strong hunter mentality: direct experience managing teams responsible for creating new demand,new customer acquisition, and sourcing new pipeline.

• A winner, someone who holds themselves accountable to consistent over-achievement.

• Successful experience closing complex sales with multiple buying influences in new or emerging solution categories.

• Experience closing deals of all sizes. From smaller transactional deals to deals of $50K - $100K

• Experience establishing and fostering strong relationships with potential partners and customers at executive levels.

• Strong presentation and communications skills, competent translating technical features into business value.

• Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, etc.) is a plus.

• Outstanding verbal, written, and presentation skills.

• Comfortable working in a highly fast-paced environment.

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