[Hiring] Partner Development Manager @SentinelOne

Role Description

As a Partner Development Manager on SentinelOne's Global MSP Ecosystem team, you'll own account management, partner enablement, and partnership support for a defined, named set of MSP Ecosystem partners — that sell through MSPs. 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 MSP Ecosystem Sales.

• Own and grow a fixed, named portfolio of between 3-10 MSP 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.
• Drive new pipeline and revenue through each partner's marketplace or distribution motion, using data to sharpen strategy and tactics.
• 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.
• 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.
• Ensure each named partner is equipped with the tools and resources to scale their go-to-market and compete effectively.
• 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 MSP Ecosystem Sales, and peer Partner Development Managers on forecasting, enablement, and the launch of newly created solutions with your partners.

Qualifications

• BS technical degree or equivalent work experience.
• 5+ years of above-quota sales experience, preferably as a Regional Sales Executive/Manager selling security solutions across endpoint, identity, data, and cloud.
• Strong partner background across Managed offering providers — MSP, MSSP, MDR, XDR, outsourcers, distribution, and systems integrators.
• Experience managing a concentrated, named book of strategic accounts rather than a broad territory.
• Deep knowledge of current security solutions, including indirect/managed sales motions.
• Strong written and verbal communication and presentation skills.
• Enterprise sales experience with an actionable network of MSSP decision makers.
• Superb organizational and reporting skills.
• Experience growing the sales enablement function to support sales in a rapidly evolving, competitive marketplace.
• Motivated, focused self-starter with strong leadership skills.
• A “whatever it takes” attitude and motivation to deliver above-quota performance.
• Prior startup experience.
• Experience working with channel partners and a strong understanding of partner-centric go-to-market approaches.
• Smart, funny, technical, and passionate about security!

Requirements

• Moderate travel (typically 25–50%) to build and sustain in-person relationships with your named partners.

Benefits

• Equity & Rewards: Restricted Stock Units (RSUs), Employee Stock Purchase Plan (ESPP).
• Time Off & Wellbeing: Competitive leave benefits, Gender-neutral parental leave.
• Insurance & Financial Security: Medical and insurance benefits, Employee Assistance Program (EAP).
• Work Perks & Flexibility: Global home office allowance, Internet and mobile phone allowance, Flexible benefits allowance.