Director, Global MSP Ecosystem Sales

SentinelOne

1d•$307,500 - $461,000•Remote

About The Position

As a Director, Global MSP Ecosystem Sales, you will be tasked with owning SentinelOne's Global MSP Ecosystem Partner Development team, the front line of our largest managed-services route to market, reporting into Managed Services leadership. This role is central to the company's plan to scale Managed Services revenue, deepen wallet share with existing Managed partners, drive enhanced partner outcomes, and minimize churn across the partner base. Our MSP Ecosystem partners focus on selling through and distributing to downstream MSPs who serve the SMB community globally, and together with our MSSP partners, they are central to our company growth plans.

Requirements

10 or more years of experience in the MSSP/MSP industry and 10 or more years managing strategic partnerships in the security industry.
Deep experience selling security products, including endpoint, identity, data, and cloud, to MSSPs and MSPs.
Proven experience building and leading high-performing partner development or sales teams.
Ability to build a strategic plan and execute against it, delivering measurable results, while prioritizing engagement and support in line with the Managed Services division's strategic focus.
Proven sales management track record, meeting or exceeding targets and developing client-focused, differentiated, and achievable solutions.
Excellent listening, organizational, negotiation, and presentation skills, with strong oral and written communication and the ability to persuade and influence at all levels of the organization, including executive and C-level.
Demonstrated ability to build relationships that cross organizational boundaries, developing a broad network of internal and external partners you work with daily.
Prior experience in a high-growth, fast-paced environment (startup experience a plus).
A growth mindset, strong intellectual and emotional intelligence, technical acumen, and a passion for security, along with the ability to collaborate well and bring energy to the role every day.
BA/BS degree or equivalent experience.

Responsibilities

Lead and develop a team of Global MSP Ecosystem Partner Development Managers, building the next generation of sales leaders.
Attract, recruit, and onboard top talent to build a skilled MSP Ecosystem Partner Development team.
Develop strategic account and territory plans, with tactical execution, to grow wallet share with existing partners and reduce churn.
Establish and maintain senior relationships with key partners, with particular focus on our platform-commit tier.
Develop and implement strategies to expand product adoption across the partner base, including endpoint, identity, data, cloud, and AI SIEM.
Partner cross-functionally with Sales Engineering, Professional Services, Customer Success, Marketing, and Support to reduce churn, close deals, and drive revenue and product adoption.
Run a disciplined operational cadence, including sell-to and sell-through pipeline generation for upsell, and account and opportunity planning aligned to MEDDPICC.