Abnormal Security

Senior Manager, Mid Market Sales

Abnormal Security

full-time

Posted on:

Origin:  • 🇺🇸 United States • Massachusetts, New York

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Salary

💰 $153,000 - $180,000 per year

Job Level

Senior

About the role

  • Recruit and hire a world-class team of sellers, on time and on budget.
  • Manage team development including recruitment, hiring, enablement, and management of a sales team.
  • Clearly articulate, manage and enable sellers to hit all key productivity metrics and milestones of growth.
  • Instill a disciplined approach to pipeline generation leveraging field sales, marketing, channel partners, and sales development.
  • Develop 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 strong partnerships with existing customers focusing on value realization, retention, renewals, upsell expansion, and referrals.
  • Effectively forecast monthly/quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
  • Develop strategic relationships with existing channel partners and develop new channel partners.
  • Drive revenue growth and exceed sales targets within the region.

Requirements

  • Minimum 3+ years of sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.
  • Minimum of 3+ 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 managing and closing deals of $50K+ as well higher value transactions above $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.
  • Ideally located in New York or Boston.