The Mid Market Sales Manager at Abnormal Security is responsible for recruiting, developing, and managing a sales team, driving revenue growth, and exceeding sales targets. The role includes building strong customer relationships, forecasting revenue, and facilitating business reviews. Successful candidates demonstrate strong sales leadership and a hunter mentality, focusing on new business acquisition.
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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