Head of Distribution, SentinelOne
EMEA
Autonomous cybersecurity platform
Open for applications
Autonomous cybersecurity platform
1001+ employees
Open for applications
1001+ employees
Company mission
To defeat every attack, every second, of every day.
Role
Who you are
- 7+ years of experience as a Distribution Partner Account Manager within a fast-growing software company, preferably in the cybersecurity SaaS market
- 7+ years of experience working with Distributors and VARs in a technology company aligned with SentinelOne’s industry
- Proven track record of exceeding revenue and bookings quotas within a distribution channel
- Experience in identifying new resellers and effectively managing the onboarding process for a company’s distribution team
- Demonstrable success and references from working with direct sales teams and sales leaders
- Experience in strategizing, managing Distributors, and consistently exceeding goals
- Strong background in analyzing and reporting activities related to sales and revenue generation
- Bachelor’s degree (BSc) required
What the job involves
- This role holds the primary responsibility to meet and exceed quarterly and annual revenue quota assignments for specified distributor(s)
- The position is crucial for expanding SentinelOne's presence in the distribution channel. This includes understanding distributor business goals and requirements, and actively participating in presenting SentinelOne's cybersecurity solutions, products, and technology propositions to distribution sales teams
- This position will report to the Area VP EMEA Channels
- Meet and exceed revenue and bookings quotas within the assigned distribution channel
- Manage the interface between SentinelOne and Distributors, including resolving channel conflicts
- Identify and onboard new resellers through the Distribution channel; manage the onboarding process effectively
- Collaborate with Distribution team managers to prioritize distribution sales motions
- Directly manage and sell into Distributors
- Work with Distributors to build and manage demand generation and marketing efforts for partners
- Drive channel marketing activities with complementary cybersecurity technology partners
- Ensure Distributors and partners are progressing towards certification requirements
- Enable Distributors to meet and exceed goals by:
- Understanding Distributor business strategies
- Communicating Distributor business strategies to relevant departments within SentinelOne
- Presenting SentinelOne's value proposition (corporate positioning, products, technologies, capabilities) to Distributors and VARs
- Managing Distributor product focus
- Overseeing quarterly and ad-hoc promotional activities at Distributors
- Training Distributor salespeople on SentinelOne solutions
- Monitoring and reporting on competitive activities and sales performance
- Tracking and analysing Distributor POS (Point of Sale) sales
- Adjusting sales activities and product mix as needed based on POS sales data
- Managing co-marketing opportunities with channel partners and third-party allies
- Satisfy internal reporting requirements by submitting reports and records in accordance with SentinelOne’s policies and practices
- Participate in trade shows and make presentations, as required
- Travel to Distributor locations to enhance mindshare, enablement, and training
Our take
Cybercriminals are now leveraging the power of automation to make the current threat landscape too advanced for a lot of legacy antivirus software. SentinelOne is a cybersecurity company that matches this automation, with machine learning-focused software that is built to help businesses battle online attacks.
The company expanded the scope of its business from the endpoint security market to three markets valued at a combined $30 billion, including the corporate endpoint security and IT operations management markets. This gives SentinelOne a bigger potential customer base, although also puts them in direct competition with more focused cybersecurity companies, in addition to its biggest competitor, CrowdStrike.
When the company went public, it made financial headlines as the highest-valued cybersecurity IPO ever, which gave SentinelOne a market cap of $10B, though it's now fallen to around $4B. It has subsequently launched S Ventures, a $100M fund, through which SentinelOne invests in cybersecurity startups and has expanded its partnership with major tax firm KPMG to accelerate cyber investigations and responses to threats.
Steph
Company Specialist
Insights
Company
Funding (last 2 of 8 rounds)
Nov 2020
$267m
LATE VC
Feb 2020
$200m
SERIES E
Total funding: $696.8m
Company benefits
- Incentive-based Wellness Challenges
- Medical, Dental & Vision
- Gym Reimbursement
- Career Wellness Perks
- Mental Health & Mindfulness
- Paid Parental Leave
- 401k
- Flexible Spending Accounts
- Short & Long Term Disability Insurance
- Employee Assistance Program
- Life Insurance
- Unlimited Time Off
- Paid Sick Time
- Paid Holidays
- Happy Hours
- Parties & Celebrations
- Team Building Activities
- All-Hands & Town Hall Gatherings
Company values
- Trust: Be dependable. Conduct yourself with highest integrity at all times
- Community: Be kind to one another. Think about how your actions will affect others. Together with your team you can achieve more
- Accountability: Be reliable in all your actions and words. Put customers first. Be the owner!
- Relentlessness: Act with unwavering purpose and determination in everything you do
- OneSentinel: Be passionate about driving team success and collaboration across SentinelOne
- Ingenuity: Encourage innovative approaches to problem-solving & market leadership. Embrace diverse perspectives. Hustle!
Company HQ
Old Mountain View, Mountain View, CA
Articles
Leadership
Tomer Weingarten
(CEO)They started their career in Software Development at Mckit Systems prior to co-founding dPolls and Carambola Media. They left their position as VP of Products at Toluna in December 2012 to found SentinelOne in January 2013, where they serve as CEO.
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