Partner Development Director

Summary

Join SentinelOne as a Partner Development Director, Managed Services, and leverage your expertise in strategic business development to manage relationships with key Managed Service partners. You will be responsible for developing and executing partner business strategies, from recruitment to sales execution, focusing on security-focused data products. Success requires strong collaboration, communication, and executive relationship-building skills. You will work closely with internal teams to drive growth and ensure partners are equipped with the necessary resources. The role involves significant travel and requires a proven track record in high-tech sales, particularly within the security sector and with managed service partners. SentinelOne offers a competitive compensation package and a dynamic work environment.

Requirements

• Bachelor’s degree or equivalent work experience
• 10+ years of high-tech in direct or indirect sales experience in an enterprise sales environment, ideally security-focused
• 5+ years, minimum, indirect experience selling with Managed Service partners required (MSP, MSSP, MDR, XDR, Outsourcers, SIs, etc)
• Experience managing multiple global or multi-regional partners is required
• Deep knowledge of indirect, managed sales motions (fully managed, co-managed, single- and two-tier; CSP marketplace experience a plus)
• Strong executive communication skills, ability to call on and work with C-level executives, as well as influence and build effective relationships with decision makers across all levels of partner organizations
• Experience working in partnership with legal and finance to develop and negotiate master agreements for sell to/with and through
• Motivated and focused self-starter with strong leadership skills who can multitask, work independently, and collaboratively within a team
• Exceptional communication skills including listening, writing and public speaking
• Can work in a fast paced, start-up environment
• Must have experience with Enterprise software, Saas and SIEM technologies (eg, Splunk, QRadar, Sumo, Exabeam)

Responsibilities

• Target, Recruit, Develop, scale and manage strategic Security-focused Managed Service partners defining paths that align with the company’s long-term business objectives
• Experience building and executing joint business plans, outlining how target revenues and objectives will be achieved in detail, with measurable success is essential in this role
• Identify, build and maintain strong executive relationships with focus partners
• Ability to manage all aspects of partner engagement from negotiation to integration, partner sales forecasting and ongoing sales support to drive revenue growth
• Work with focus partners to expand and evolve their offering catalog to develop new lines of revenue, powered by SentinelOne offerings
• Generate net new pipeline and revenue through partner-sourced opportunities and market expansion initiatives
• Work closely with field marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers
• Ensure partners are equipped with the necessary messaging, training, resources and support to successfully position and sell their SentinelOne-powered offerings
• Set goals and validate that partners are meeting the training, certification and support requirements of the partner program
• Drive partner accountability and establish partners' success KPI metrics to deliver measurable results and assess the effectiveness of our partnerships
• Regularly review partner engagement, performance and make adjustments to strategies as necessary
• Demonstrable history of setting financial goals with focus partners and achieving success, is necessary
• Work closely with internal teams, including sales, marketing, programs, operations and systems engineering to leverage all resources available, to develop and implement strategies to drive growth for your partners and SentinelOne
• Proactively work with SentinelOne sales leaders and other key stakeholders on the partner pipeline and forecast

Preferred Qualifications

• Experience developing models to support joint GTM with MSSP and MDR partners
• Experience developing pricing models, incentives and similar supporting financial structures is a plus
• Cloud security skills are a plus

Benefits

• Medical, Vision, Dental
• 401(k)
• Commuter
• Health and Dependent FSA
• Unlimited PTO
• Industry leading gender-neutral parental leave
• Paid Company Holidays
• Paid Sick Time
• Employee stock purchase program
• Disability and life insurance
• Employee assistance program
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events including regular happy hours and team building events