Regional Director, Channel Sales

About the Role

Abnormal AI is seeking a Regional Sales Director to lead and scale our Channel Sales team across the western region. This role is central to driving partner-led revenue growth, new logo acquisition, and channel-sourced pipeline through a high-performing team of channel-focused sellers. As part of a highly collaborative and results-driven organization, you will recruit world-class talent, build and execute regional channel strategies, and cultivate executive-level relationships across our partner ecosystem—spanning national, regional, and MSSP channels. You'll work cross-functionally with channel management, sales engineering, marketing, and field sales to align go-to-market motions, enable partners at scale, and accelerate joint selling efforts. Your ability to lead with a channel-first mindset - coaching sellers on partner dynamics, deal registration, co-sell execution, and partner enablement - will be essential as you represent Abnormal's value in a competitive and rapidly evolving market.

What you will do 

• 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.

Must Haves 

• 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.

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