VP, Global Channel Sales

U.S.

Remote

About Abnormal Security:

Abnormal Security is defining the next generation of email and identity security defense. Our platform uses machine learning and artificial intelligence to baseline communication content, user identity, and behavioral signals in real-time and at-scale in order to detect the abnormalities of email attacks.

Customers love us because we consistently detect and stop what everyone else in the market can’t -- advanced attacks that have never been seen before -- and we do so with beautiful user interfaces and best-in-industry customer support.

Our veteran team has built some of the most enduring machine learning platforms at leading companies including Google, Twitter, Pinterest, Amazon, Microsoft, and Expanse. We are located in San Francisco and New York City.

Position Overview

Abnormal Security is seeking a self-starting, highly motivated Channel Sales leader to join our Partner Sales organization as the Global VP of Channel Sales. As the VP of Channel Sales you will direct and oversee Abnormal Securities channel sales program, policies, objectives, and initiatives. The VP of Channel Sales will own and manage the relationship between Abnormal Security and the channel landscape, including VARs, MSSPs and Referral partners, as well as all aspects of partner recruitment, partner enablement, business planning, sales, and work closely with marketing on channel marketing activities. The VP of Channels will also build a world class Channel Sales team including the recruitment, hiring, enablement, and management of Regional Partner Managers.

The VP of Channels will need to be passionate about the extraordinary value Abnormal Security is providing to our customers while also conducting themselves with professionalism, honesty, and integrity. Abnormal Security has an aggressive, but methodical, approach to driving growth, and the successful candidate will need strong experience in Global channel management as well as in selling to end-customers.

What You’ll Do:

Direct and oversee the Abnormal Security Channel sales program
Set short- and long-term channel sales strategies and evaluate effectiveness of current programs.
Identify, recruit & enable new Partners, that match the ideal partner profile for Abnormal Security.
Recruit and hire a world class team of Regional Partner Managers, on time and on budget
Working with Channel Partners to identify and develop new business wins for Abnormal Security.
Development and execution of a partner account plan in close coordination with the Regional Sales team. This will include strategic direction/goals, business planning, account mappings, lead / pipeline generation, know-how transfer, etc.
Working with the marketing team and the Channel Partners to develop and manage marketing plans to further Abnormal Security business and develop a win/win relationship.
Manage the financial aspects of the Channel Partner relationship including revenue, renewals rate, margin, rebate, etc.
Manage the pipeline together with the partners, assisting the partner with required resources and closing the deals.
Representing the needs of the Channel Partner to Abnormal Security.
Maintain high activity rates with focus partners including Onsite meetings, Partner facing calls, quarterly business reviews, etc.
Actively work with the Regional Sales Managers and Country Managers on regional channel strategies to achieve the key goals of Abnormal Security and the Channel Partners.
Presentation and solution selling at the highest levels. Position Abnormal Security solutions and articulate Abnormal Security strategies (value propositions) at events and customer meetings.
Coordinate and manage interaction between Channel partners and other key Abnormal Security teams including Regional Sales Managers, Marketing team, Sales Engineers, Business Operations, etc.
Be the escalation point for any channel partner related conflict and resolve any escalated issue

About You:

A proven security channel sales professional (10+ years channels sales experience in Cyber Security) who has the ability to develop strong, lasting relationships including senior level.
5+ years Global Channel leadership experience, managing a team of Partner Managers
An excellent network in the security channel landscape in region, North America, UK and Australia.
Must have executed, built, refined and/or enhanced a channel program for a fast growing company.
Excellent communication skills; both written and oral.
Must be a team player and have strong interpersonal skills and desire to work in a dynamic and fast-paced environment.
Must have the ability to work autonomously, be self-motivated and a strong influencer.
Must be willing to travel in US and abroad.
Strong presenter and closer.
Demonstrate the necessary skills to negotiate partner agreements and partner business plans using a Win/Win philosophy.
Must be willing to adapt as necessary to accommodate changes in industry and company direction.
Must have a commitment to customer service and the motivation to work with limited supervision.
Must have a successful track record in meeting sales quota objectives.
Must have an understanding of and experience in strategic selling and working with partners.
Must have experience developing distribution/channel strategies, preparing proposals, quotes and business plans and presenting solutions

Why Abnormal Security:

Everyone says they’re hyper-growth, we’re achieving it!
Competitive pay and equity
One of the most proven machine learning teams in Silicon Valley
Best-in-class customer traction and growth
Team-wide commitment to excellence, velocity, and customer-focus
Strong growth opportunities and high ownership expectations
Full medical, dental, and vision health insurance benefits
Daily catered lunches and snacks
Generous PTO

Abnormal Security

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