Partner Development Manager (MSSP Ecosystem)

• We’re looking for people who are relentlessly curious and committed to continuous learning
• AI is reshaping every function across our business, and we enable every team member, regardless of role or level, to build fluency in AI tools and concepts
• Those who thrive here actively seek out new solutions, experiment thoughtfully, and apply what they learn to drive better, faster, smarter outcomes
• As a Partner Development Manager on SentinelOne’s Global MSSP Ecosystem team, you’ll own account management, partner enablement, and partnership support for a defined, named set of MSSP Ecosystem partners — that sell through MSSPs
• Unlike the regionally-aligned Partner Development Manager role, your book of business is fixed by name rather than territory, and you’ll report into the Director, Global MSSP Ecosystem Sales
• You’ll design high-quality, strategic service activation plans for each named partner, growing wallet share and reducing churn within an existing, high-value book rather than recruiting net-new logos
• You’ll work closely with Sales Engineering, Professional Services, Customer Success, Marketing, and Support to design and implement joint go-to-market campaigns, develop strategic business plans, and run a disciplined account planning cadence aligned to MEDDPICC
• Ideal candidates bring prior experience selling full-stack security solutions, expanding product footprint within a fixed set of strategic accounts, executing strategic business plans, and outperforming the market — with a background in high-tech sales and prior experience selling to Service Providers and/or Managed Security Service Providers, ideally including exposure to platform-commit or similarly concentrated partner relationships
• Own and grow a fixed, named portfolio of between 3-10 MSSP Ecosystem partners, serving as the primary business owner of each relationship and building revenue-generating security service offerings with each
• Develop and execute a strategic business plan for each named partner to manage innovation, collaboration, and the next logical areas for business expansion within the partnership
• Establish and maintain senior relationships within your named partners, nurturing partner executives and key sales leaders to align priorities across respective field organizations and build a “better together” fly-wheel that holds up against competitive threats
• Drive new pipeline and revenue through each partner’s marketplace or distribution motion, using data to sharpen strategy and tactics and establish competitive advantage for SentinelOne’s established and emerging product portfolio
• Stay current on the SentinelOne competitive landscape and sell the value of our solutions and services relative to competitors
• Ensure partners receive timely product and MSP/MSSP model updates for each relevant product area, and work with internal teams to build service offerings and develop launch content
• Drive program management and governance for service offering launches across your named accounts
• Develop and drive KPI metrics to assess partnership effectiveness, regularly reviewing partner engagement and performance and adjusting strategy as needed — with a demonstrable track record of setting and hitting financial goals with focus partners
• Ensure each named partner is equipped with the tools and resources to scale their go-to-market and compete effectively, and establish enablement goals that validate partners meet the training, certification, and support requirements of the partner program
• Evangelize partner service offerings and bring the voice of the partner back into SentinelOne’s sales organization
• Prepare and deliver accurate forecasts of revenue for your named book of business
• Partner cross-functionally with Sales Engineering, Professional Services, Customer Success, Marketing, and Support to reduce churn, close deals, and drive revenue and product adoption
• Stay aligned with the Director, Global MSSP Ecosystem Sales, and peer Partner Development Managers on forecasting, enablement, and the launch of newly created solutions with your partners

Benefits

• Medical, dental, and vision coverage
• Employee assistance program
• Gym reimbursement
• Incentive-based challenges
• Mental health and mindfulness
• Unlimited Time Off
• Grandparent Leave
• Volunteer Time Off
• Paid Sick Time
• Paid Holidays
• 16 weeks Gender-Neutral Parental Leave
• Restricted Stock Unit Program
• Flexible Spending Accounts
• Life Insurance
• Short and Long Term Disability Insurance
• 401K
• Team building activities
• Celebrations and social gatherings
• Community volunteering events
• Global all hands and local town hall events- 5+ years of above-quota sales experience, preferably as a Regional Sales Executive/Manager selling security solutions across endpoint, identity, data, and cloud
• BS technical degree or equivalent work experience
• Deep knowledge of current security solutions, including indirect/managed sales motions (fully managed, co-managed, single- and two-tier; CSP marketplace experience a plus)
• Superb organizational and reporting skills
• Enterprise sales experience with an actionable network of MSSP decision makers
• Experience growing the sales enablement function to support sales in a rapidly evolving, competitive marketplace
• A “whatever it takes” attitude and motivation to deliver above-quota performance
• Motivated, focused self-starter with strong leadership skills, able to multitask and work both independently and collaboratively within a team
• Experience managing a concentrated, named book of strategic accounts rather than a broad territory — comfort with fewer, deeper relationships, ideally with a track record of driving double- or triple-digit revenue growth at the partner level
• Experience working with channel partners and a strong understanding of partner-centric go-to-market approaches
• Strong written and verbal communication and presentation skills, with the ability to engage a variety of technical and business leaders internally and externally, including at the executive level
• Prior startup experience
• Smart, funny, technical, and passionate about security!
• Strong partner background across Managed offering providers — MSP, MSSP, MDR, XDR, outsourcers, distribution, and systems integrators