Regional Director, Channel Sales

Abnormal

13h

About The Position

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 channel-sourced pipeline through a high-performing team of channel-focused sellers. The director will recruit talent, execute regional channel strategies, and cultivate executive-level relationships across the partner ecosystem, including national, regional, and MSSP channels. The position requires cross-functional collaboration with channel management, sales engineering, marketing, and field sales to align go-to-market motions, enable partners, and accelerate joint selling efforts. A channel-first mindset is essential, involving coaching sellers on partner dynamics, deal registration, co-sell execution, and partner enablement, while representing Abnormal's value in a competitive market.

Requirements

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.

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.