Note: The job is a remote job and is open to candidates in USA. Abnormal AI is seeking a Regional Sales Director to lead and scale their Channel Sales team across the western region. This role focuses on driving partner-led revenue growth, new logo acquisition, and managing a high-performing team of channel-focused sellers.
Responsibilities
- Recruit and hire a world-class team of channel-focused sellers, on time and on budget, while maintaining a bench of future candidate relationships to stay ahead of team changes
- Clearly articulate, manage, and enable sellers to hit all key productivity metrics - including partner-sourced pipeline, partner-influenced bookings, and new logo acquisition through the channel
- Instill a disciplined approach to channel pipeline generation by leveraging partner relationships, field sales alignment, channel marketing, and sales development resources to accelerate new business
- Develop an overall channel account strategy for the region, resulting in strong co-sell execution, collaborative team selling, and measurable partner-driven outcomes
- Partner closely with Sales Engineering to equip channel teams with outstanding product demonstrations and a repeatable technology validation and proof-of-concept program for partner-led opportunities
- Build and strengthen relationships with key channel partners - including national partners, regional VARs, and MSSPs - focused on mutual growth, enablement, and joint go-to-market execution
- Effectively forecast monthly and quarterly channel revenue to executive leadership through disciplined deal inspection, deal registration oversight, and forecast methodology
- Develop strategic relationships with existing channel partners and drive recruitment of new high-impact partners to expand the regional ecosystem
- Facilitate Quarterly Business Reviews with top partners and internal stakeholders to measure channel productivity, plan execution, and progress against strategic objectives
- Identify, cultivate, and close new enterprise business at executive levels (CISO/CIO/CTO) through and with channel partners in the designated territory
- Own revenue responsibility for channel-sourced and channel-influenced new annual recurring revenue in your defined territory, with a clear mandate to overachieve quota
- Serve as a voice for the partner and customer with internal teams - including Channel Management, Sales Engineering, Product, and Marketing - to ensure appropriate prioritization and support to close more revenue through the channel
Skills
- 5+ years of sales experience with a demonstrated track record of success exceeding quotas selling security, networking, and/or software solutions through or with channel partners
- 3+ years leading a channel sales team focused on growing new business and new logos via partner-led and co-sell motions
- Strong hunter mentality with direct experience managing teams responsible for building partner pipelines, sourcing new demand through the channel, and acquiring net-new customers
- Proven ability to hold yourself and your team accountable to consistent over-achievement in a channel-driven sales environment
- Successful experience closing complex sales with multiple buying influences - including partner and end-customer stakeholders - in new or emerging solution categories
- Deep understanding of channel partner dynamics, including VAR, MSSP, national partner, and distribution models, with experience managing executive-level partner relationships
- Strong communication and presentation skills; able to clearly convey complex value propositions to a range of audiences including partner executives, technical staff, and end-customer C-suite
- Familiarity with consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.) as applied in channel and co-sell environments
- Demonstrated ability to work cross-functionally with channel management, sales engineering, marketing, and customer success to drive aligned, partner-first go-to-market execution
- Comfortable operating in a fast-paced, high-growth environment with the organizational skills to manage competing priorities across a distributed partner ecosystem
Benefits
- Bonus or incentive compensation
- Equity
- A comprehensive benefits package
Company Overview
Abnormal AI is the leading AI-native human behavior security platform. It was founded in 2018, and is headquartered in Las Vegas, Nevada, USA, with a workforce of 1001-5000 employees. Its website is https://abnormal.ai/.