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Area Vice President - US West

Abnormal Security

Abnormal Security

United States · Remote
Posted on Tuesday, November 14, 2023

About You

  • 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.
  • 5+ 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.

In this job, you will bring these skills

  • Recruit and hire a world class team of enterprise sellers & leaders, on time and on budget
  • Clearly articulate, manage and enable enterprise leaders & 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 sales execution strategy for the area under leadership resulting in strong execution and collaborative team selling.
  • Partner closely with Sales Engineering Leadership 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.

Role Responsibilities and Deliverables

  • Own responsibility for the sales teams in your defined area with the goal to overachieve new annual recurring revenue quota for the region.
  • Work with your leaders and their teams to focus on selling to named enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.
  • Recruit and hire a team that meets the projected productive capacity of the area while staying within budget. Build and maintain a bench of future candidate relationships to stay ahead of team changes.
  • Lead a data-driven business that develops each Leader and Account Executive in the most critical areas to advance their skillset and NARR results.
  • Maintain relationships with key region customers to ensure timely renewal and upsell opportunities
  • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

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