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Director, Channel Sales



Sales & Business Development
Mountain View, CA, USA
Posted on Thursday, June 27, 2024

About Us:

SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, and responds to threats in real-time. Singularity XDR ingests data and leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle.

We are a values-driven team where names are known, results are rewarded, and friendships are formed. Trust, accountability, relentlessness, ingenuity, and OneSentinel define the pillars of our collaborative and unified global culture. We're looking for people that will drive team success and collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!

The Director, West Channel Sales, will have responsibility for the continued development and management of all Channel pathways and partner sales operations within the Western United States. This position will be responsible for implementation of the strategy for driving sales, partner enablement, marketing and all related programs to improve productivity of our Focus and Growth Partners across the Western U.S. Channel pathways including; Major Nationals, Platinum, and Gold partners with an Eye on the emerging Silver partners. This position will report directly to the AVP, Americas Channel Sales and will lead an organization of Channel Business Managers (CBM’s). Please note: must be located in the US West region.

What will you do?

  • Drive significant revenue growth across all customer segments.
  • Lead Regional and Major National Sales Directors to deliver strong Y/Y revenue growth across all U.S. partner types
  • Proposes the plan, gains acceptance, drives and executes the Channel sales plans across west U.S.
  • Drive the recruiting of the Channel Partners.
  • Fosters a successful and positive team environment.
  • Recruits, develops, coaches, trains and manages Channel sales staff.
  • Propose marketing activities & plans to assist Channel sales development.
  • Establishes and reports on metrics to measure Channel performances and take corrective actions where necessary.
  • Works cross functionally with Sales Segment/SE Leaders in the west U.S.
  • Accountable for executing Channel sales programs across CBM Team

What skills and experience should you bring?

  • Must be a high performing sales leader with a proven track record of consistently exceeding established goals and objectives in a fast-growing high tech company.
  • Experience of 7-10 years with executive relationships across our Focus Partners in the West U.S.
  • Hold partners accountable for reciprocal territory development.
  • Proven field experience in the Cyber Security industry.
  • Proven record of building, enabling and aggressively driving sales through a network of partners
  • Strong sales planning skills.
  • Proven relationships with the top management of major Channel Partners is a requirement.
  • Must be a skilled motivator with a demonstrated ability to manage top Channel Partners.
  • Excellent management and communication skills (written and verbal ) with an ability to interact effectively with C-level executives and senior managers.
  • Must be able to navigate to win / win outcomes for Partner and SentinelOne
  • Experience working cross functionally across teams in Sales and Systems Engineering

Why us?

You will be joining a cutting-edge company, where you will tackle extraordinary challenges and work with the very best in the industry.

  • 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
This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions.
Base Salary Range
$139,200$209,400 USD

SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

SentinelOne participates in the E-Verify Program for all U.S. based roles.