Partner Development Manager (MSSP Ecosystem)

SentinelOne, Inc.; Greater London; Vor Ort; GBP 90.000 - 150.000; Vollzeit

Benefits dieser Stelle

Medical, dental, and vision coverage

Employee assistance program

Gym reimbursement

Unlimited Time Off

Parental Leave

Zusammenfassung

SentinelOne is seeking a Partner Development Manager to own a named set of MSSP ecosystem partners in Global MSSP Sales. You will design activation plans, grow wallet share, and drive revenue with senior partner executives.

The role requires leading cross-functional teams, aligning partner initiatives, and delivering disciplined account planning while managing churn and expanding platform reach.

Qualifikationen

• 5+ years of above-quota sales experience, preferably regional sales executive/manager selling security solutions across endpoints, identity, data and cloud.
• Deep knowledge of current security solutions and indirect/managed sales motions (fully managed, co-managed, single- and two-tier).
• Enterprise sales experience with MSSP decision makers.
• Experience growing the sales enablement function to support sales in a competitive marketplace.
• Track record of driving double- or triple-digit revenue growth at partner level.
• Strong written and verbal communication, engaging technical and business leaders.

Aufgaben

• Own and grow a fixed, named portfolio of 3–10 MSSP Ecosystem partners as the primary business owner.
• Design strategic service activation plans for named partners to grow wallet share and reduce churn.
• Develop and execute strategic business plans, aligning partner and SentinelOne initiatives.
• Drive pipeline and revenue through partners' marketplaces and distribution motions.
• Collaborate with Sales Engineering, Professional Services, Customer Success, Marketing, and Support to launch campaigns and GTMs.
• Forecast revenue accurately and maintain senior partner relationships.

Kenntnisse

MSSP channel sales

Account management

Enterprise sales

Partner enablement

MEDDPICC

Strategic business planning

Data-driven strategy

Stakeholder management

Ausbildung

Bachelor's degree or equivalent

Jobbeschreibung

• 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 cloudBS technical degree or equivalent work experienceDeep 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 skillsEnterprise sales experience with an actionable network of MSSP decision makersExperience growing the sales enablement function to support sales in a rapidly evolving, competitive marketplaceA “whatever it takes” attitude and motivation to deliver above‑quota performanceMotivated, focused self‑starter with strong leadership skills, able to multitask and work both independently and collaboratively within a teamExperience 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 levelExperience working with channel partners and a strong understanding of partner‑centric go‑to‑market approachesStrong 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 levelPrior startup experienceSmart, funny, technical, and passionate about security!Strong partner background across Managed offering providers — MSP, MSSP, MDR, XDR, outsourcers, distribution, and systems integrators