[Remote] Regional Director, Channel Sales

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.ResponsibilitiesRecruit 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 changesClearly articulate, manage, and enable sellers to hit all key productivity metrics - including partner-sourced pipeline, partner-influenced bookings, and new logo acquisition through the channelInstill a disciplined approach to channel pipeline generation by leveraging partner relationships, field sales alignment, channel marketing, and sales development resources to accelerate new businessDevelop an overall channel account strategy for the region, resulting in strong co-sell execution, collaborative team selling, and measurable partner-driven outcomesPartner 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 opportunitiesBuild and strengthen relationships with key channel partners - including national partners, regional VARs, and MSSPs - focused on mutual growth, enablement, and joint go-to-market executionEffectively forecast monthly and quarterly channel revenue to executive leadership through disciplined deal inspection, deal registration oversight, and forecast methodologyDevelop strategic relationships with existing channel partners and drive recruitment of new high-impact partners to expand the regional ecosystemFacilitate Quarterly Business Reviews with top partners and internal stakeholders to measure channel productivity, plan execution, and progress against strategic objectivesIdentify, cultivate, and close new enterprise business at executive levels (CISO/CIO/CTO) through and with channel partners in the designated territoryOwn revenue responsibility for channel-sourced and channel-influenced new annual recurring revenue in your defined territory, with a clear mandate to overachieve quotaServe 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 channelSkills5+ years of sales experience with a demonstrated track record of success exceeding quotas selling security, networking, and/or software solutions through or with channel partners3+ years leading a channel sales team focused on growing new business and new logos via partner-led and co-sell motionsStrong hunter mentality with direct experience managing teams responsible for building partner pipelines, sourcing new demand through the channel, and acquiring net-new customersProven ability to hold yourself and your team accountable to consistent over-achievement in a channel-driven sales environmentSuccessful experience closing complex sales with multiple buying influences - including partner and end-customer stakeholders - in new or emerging solution categoriesDeep understanding of channel partner dynamics, including VAR, MSSP, national partner, and distribution models, with experience managing executive-level partner relationshipsStrong 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-suiteFamiliarity with consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.) as applied in channel and co-sell environmentsDemonstrated ability to work cross-functionally with channel management, sales engineering, marketing, and customer success to drive aligned, partner-first go-to-market executionComfortable operating in a fast-paced, high-growth environment with the organizational skills to manage competing priorities across a distributed partner ecosystemBenefitsBonus or incentive compensationEquityA comprehensive benefits packageCompany OverviewAbnormal 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/.