About the Role

Abnormal Security is looking for a Regional Sales Director to manage a team of high performing Enterprise Account Executives in the Northeast region.

What You'll Do

• Recruit and hire a world class team of enterprise sellers, on time and on budget
• Clearly articulate, manage and enable enterprise seller 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 enterprise accounts within the designated territory.

Must Have Skills

• 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.
• 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 Enterprise sales with multiple buying influences in new or emerging solution categories.
• Experience managing and closing deals of $200K+ as well high value transactions above $1m+.
• 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.

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