Mid-Market Sales Manager, SLED West

About the role:

For the Mid Market Sales Manager role at Abnormal Security 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.They will direct and oversee Abnormal Security’s sales policies, objectives & initiatives. They will set short and long-term strategies and evaluate effectiveness of current sales programs. Ultimately helping drive revenue and customer retention for Abnormal Security.

Qualifications:

• 4+ years of SLED Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.
• 2+ years leading a SLED 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 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, MEDDIC, etc.)
• Outstanding verbal, written, and presentation skills.
• Comfortable working in a highly fast-paced environment.

What You Will Do:

• Recruit and hire a world class team of SLED 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 midmarket accounts within the designated territory.

Role Responsibilities and Deliverables:

• Own responsibility for the sales team in your defined territory with the goal to overachieve new annual recurring revenue quota for the region.
• Work with your team to focus on selling to SLED accounts from initial conversations through signing a contract and up-selling once they’re a customer.
• Recruit and hire a team that meets the projected productive capacity of the region while staying within budget. Build and maintain a bench of future candidate relationships to stay ahead of team changes.
• Lead a data-driven business that develops each Account Executive in the most critical areas to advance their skillset and NARR results.
• Maintain relationships with key region customers to ensure timely renewal and upsell opportunities
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

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