Partner Development Manager, SentinelOne
ePlus & Insight
$131.7-181.3k
+ Employee stock purchase program
Autonomous cybersecurity platform
Open for applications
Autonomous cybersecurity platform
1001+ employees
Open for applications
$131.7-181.3k
+ Employee stock purchase program
1001+ employees
Company mission
To defeat every attack, every second, of every day.
Role
Who you are
- 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
What the job involves
- 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
- 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
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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