Senior Manager, MidMarket (Southern CA)

About the Role

Abnormal AI is seeking a highly motivated sales leader to join our Sales organization 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. 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 will 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.

Must Haves 

• Minimum 5+ 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 $30K+ 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.

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