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Partner Development Manager (National Partners)



Sales & Business Development
United Kingdom
Posted on Thursday, July 4, 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!

What are we looking for?

The National Channel Business Manager is responsible for creating and implementing effective account development and management strategies in order to win strategic revenue opportunities that create mutual value with selected partners with potential to drive over $50M in a calendar year. HQ partners share two characteristics – the ability to drive a significant amount of growth with us ($50M annually) due to their market presence and cover more than one geography.

What will you do?

  • Create and execute strategic partner business plans
  • Develop business relationships at all levels, across all departments, including sales, sales management, product marketing, procurement, marketing, technical support and business management
  • Build professional relationships with key executives
  • Maintain list of key partner contacts
  • Create and maintain partner profiles
  • Identify short and long-term partner revenue opportunities
  • Engage appropriate Vendor resources to move deals through the sales cycle
  • Accurately forecast account sales
  • Provide sales training to partner sales teams
  • Identify technical skill gaps within each partner & Build plans to address technical skills gaps
  • Understand and communicate all Vendor channel programs
  • Communicate the partner’s programs and initiatives to vendor territory teams
  • Keep partners informed of product announcements/promotion plans, channel programs, and trends in the industry
  • Work with assigned product managers to successfully manage product launches, product promotions, and product phase-out plans
  • Execute quarterly vendor-wide initiatives
  • Create marketing plans and develop ROI analysis on all expenditures
  • Work with the partner marketing team to implement and track the success of marketing plans
  • Exceed assigned revenue objectives
  • Maintain high levels of partner satisfaction

What skills and experience will you bring?

  • Minimum of 5 years experience with high tech security and SaaS sales required (or equivalent experience)
  • Experience working with Large National Partners like (ePlus, Insight, CDW, SHI)
  • Knowledge of multiple go to market motions including MSSP, Resell, Influence
  • Demonstrated success in penetrating partner accounts
  • Able to present moderately complex Vendor value propositions and solutions to director/executive level contacts
  • Excellent written and verbal communication skills
  • Computer skills to include Excel, Word, databases, Outlook
  • General knowledge of security industry/solutions required; knowledge of security technology, EPP/EDR/MDR desired
  • Good interpersonal skills including experience in sales situations; self starter
  • Bachelors degree or equivalent work experience desired

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.