Mid-Market Sales Manager - Ohio Valley

As a Mid-Market Sales Manager at Abnormal Security, your primary responsibilities include recruiting and enabling a high-performing sales team, developing and executing account strategies for the Ohio Valley region, and managing pipeline generation to achieve ambitious sales targets. You'll work closely with sales engineering to deliver impressive product demonstrations while fostering strong relationships with existing customers to ensure high renewal rates and upsell opportunities.

To be successful as a Mid-Market Sales Manager at Abnormal Security, you need at least 3 years of sales experience with a proven track record of exceeding quotas in security, networking, or software solutions. Additionally, you'll need experience managing a sales team focused on new business development, along with robust communication skills and a strong hunter mentality to drive demand and customer acquisition.

Abnormal Security values professional development and provides opportunities for growth through access to ongoing training, mentoring, and a collaborative environment. As a Mid-Market Sales Manager, you will have the chance to refine your skills in consultative, value-based sales methodologies while also benefitting from a workplace that encourages teamwork and innovation.

At Abnormal Security, we utilize a range of consultative sales methodologies, such as Force Management and the Challenger Sale. These techniques help our Mid-Market Sales Managers create strategic conversations with customers, translating technical features into compelling business value for their organizations.

As a Mid-Market Sales Manager at Abnormal Security, you can expect a dynamic team culture that emphasizes integrity, professionalism, and collaboration. We're dedicated to maintaining a fast-paced yet supportive environment where every team member is accountable for driving results while also contributing to collective success.

When answering this question, highlight your strategies for recruiting top talent, ongoing training, and using performance metrics to keep team members on track. Showcase specific examples of how you've empowered salespeople to exceed their targets by fostering a culture of accountability and enabling open communication.

This is your chance to share your success stories, emphasizing the tactics you used to motivate your team. Discuss specific sales quotas you've exceeded and the tools or motivational techniques you employed to drive your team’s performance, such as incentives, regular feedback, and recognition.

Detail your systematic approach to pipeline management, focusing on techniques like regular deal inspections and following up on leads consistently. Mention any CRM tools you’ve used to track deal progress and how you forecast sales accurately.

In this response, emphasize the importance of communication, trust, and mutual benefit when building relationships with channel partners. Give examples of how you've successfully collaborated with partners to enhance sales efforts and achieve strategic goals.

Here, you should outline your ability to navigate multi-stakeholder environments by identifying key decision-makers and tailoring your value proposition to address their unique needs and objectives. Share a relevant example that illustrates your negotiation skills and ability to manage varied expectations.

Focus on strategies you use for maintaining high customer satisfaction and loyalty, such as regular check-ins, gathering feedback, and providing value-added services. Discuss your upselling techniques, ensuring to cite specific instances where you've successfully grown an existing account.

Discuss how data analytics informs your decision-making processes, from identifying potential leads to assessing pipeline progress and customer needs. Share how you use data to tailor sales pitches and improve overall performance.

Emphasize your ability to customize your presentations based on the audience, ensuring tailored messaging that resonates with their specific challenges and business priorities. Provide examples of successful presentations you’ve delivered, highlighting engagement and impact.

Talk about your proactive habits in staying informed about industry trends, such as subscribing to relevant publications, attending seminars, and engaging in networking events. Share how this knowledge has informed your sales strategies.

Express your enthusiasm for Abnormal Security's mission and values, and how your skills align with the role’s requirements. Highlight what excites you about contributing to their innovative cybersecurity solutions and the growth opportunities available.