Remote: United States
About the Role
Abnormal Security is looking for a passionate Channel Director - you'll take charge of crafting and executing a channel sales strategy through collaborative partnerships that support our mission and drive growth. Your knack for building strong executive connections and discovering new avenues for business will be essential to expand our footprint. You'll be joining a high-caliber, established team at an exciting time, as we've just been recognized as a leader in our field and are poised for rapid growth, giving you the chance to make a significant impact as we scale up our operations.
What you will do
- Cultivate long-term partnerships that support Abnormal’s market entry, focusing on executing partner-centric strategies in the US.
- Craft comprehensive sales plans that support the company's goals, including sales forecasts and setting performance targets. Devise strategies to break into new verticals and customer segments. Regularly evaluate and refine sales plans to ensure their effectiveness.
- Build and sustain robust relationships with executives across partner organizations. Align their business goals with our channel strategies by actively engaging senior stakeholders. Facilitate key meetings and act as the main liaison for high-level communications, offering tailored solutions to meet strategic partner needs.
- Collaborate with cross-functional teams to align market expansion goals and drive initiatives that boost brand awareness and presence in new markets.
- Lead and energize a sales team to meet strategic objectives and align their efforts with the broader channel strategy. Provide development opportunities through coaching and mentoring, and monitor performance for ongoing enhancement. Cultivate a collaborative, high-performing team culture and ensure clear communication of goals and strategies.
- Drive channel performance by implementing sales incentives and coordinating with marketing to deliver targeted campaigns. Identify upsell and cross-sell opportunities to maximize revenue from existing partners, and set as well as monitor revenue targets for each.
Must Haves
- 7+ years of strategic partnership or channel sales leadership experience with strong tenures at relevant cyber security vendors
- Proven track record of executing focus partner strategy & over achievement vs quota
- Experience in successfully leading fast growth, pre IPO channel teams
- Ability to devise strategies for new vertical and customer segment penetration
- Experience with executive stakeholder engagement and relationship management
- Expertise in collaborating with cross-functional teams for market expansion
- Skill in implementing sales incentives and monitoring channel performance
- Demonstrated success in expanding a company's channel presence
- History of consistently meeting or exceeding revenue targets
- Proven ability to drive sales growth through innovative channel strategies
- Success in launching and leading targeted marketing campaigns
At Abnormal Security certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.
Base salary range:
$198,900—$234,000 USD
What We Do
The Abnormal Security platform protects enterprises from targeted email attacks. Abnormal Behavior Technology (ABX) models the identity of both employees and external senders, profiles relationships and analyzes email content to stop attacks that lead to account takeover, financial damage and organizational mistrust. Though one-click, API-based Office 365 and G Suite integration, Abnormal sets up in minutes and does not disrupt email flow.
Abnormal Security was founded in 2018 by CEO Evan Reiser, CTO Sanjay Jeyakumar, Head of Machine Learning Jeshua Bratman, and Founding Engineers Abhijit Bagri and Dmitry Chechik. The team previously built behavioral profiling and machine learning technologies at Twitter, Google and Pinterest that are being applied to solve a problem that costs organizations $1 billion per year, according to the FBI. The Abnormal Security platform stops targeted phishing, business email compromise and account takeover attacks that have never been seen before.
