Federal Business Manager

SentinelOne•Columbus, OH

About The Position

We are currently seeking a Federal Business Manager to oversee all Channel Sales aspects within an assigned territory, including the Federal sector. Success in this role relies on the ability to effectively implement and manage a cohesive channel strategy across all sales segments. Specifically for the Federal sector, the Business Manager will be responsible for creating and executing effective account development and management strategies. The primary goal is to secure strategic revenue opportunities and create mutual value with select Federal partners. This is a critical role that reports directly to the Director of Channel Sales as a key member of the SentinelOne Channel Sales team.

Requirements

Minimum of 10 years experience with high tech security and SaaS sales required (or equivalent experience)
Experience working with large partners required (Optiv, GuidePoint, SHI, CDW, WWT, General Dynamics, Lockheed, Northrup Grumman, Accenture, etc.)
Knowledge of multiple go to market motions including MSSP, Resell, Influence and Cloud
Demonstrated success in penetrating Federal partner accounts required
Able to present moderately complex Vendor value propositions and solutions to director/executive level contacts
General knowledge of security industry/solutions required
Good interpersonal skills including experience in sales situations
A proven track-record of driving continued partner growth and revenue.
Ability to drive influence and build effective relationships with decision makers across all levels of partner organizations
Motivated and focused self-starter with strong leadership skills who can multi-task, work independently or within a team.
Exceptional communication skills including listening, writing and public speaking.

Responsibilities

Develop business relationships with designated FSIs at all levels, across all departments, including sales, sales management, product marketing, procurement, marketing, technical support and business management
Identify a priority list of Federal partners and execute a business plan to achieve financial and business objectives
Work with Business Development and Federal sales organizations to outline and develop solution stacks (vertical or horizontal focus depending on FSI go to market)
Build professional relationships with key executives within your Federal partners
Co-develop a strategic marketing plan that will drive Federal pipeline and bookings
Forecast and provide channel sentiment aligned to Federal pipeline
Execute quarterly QBR’s with our top Federal partners
Focus on three core areas to drive growth each quarter: onboarding and enabling new partners, maturing current partner relationships, and expanding pipeline and revenue within our partners
Create a regional partner plan to map partner strengths, measurable objectives, market focus and overall strategy
Work closely with channel leadership to accurately forecast and provide insight into active opportunities
Align with marketing resources to drive strategy and awareness within our partner community
Ability to set and drive achievement associated with partner financial goals
Drive completion of required partner certification and training aligned with the partner program
Engage appropriate Vendor resources to move deals through the sales cycle
Keep partners informed of product announcements/promotion plans, channel programs, and trends in the industry
Execute quarterly vendor-wide initiatives

Benefits

You will work on real-world problems and make an impact by protecting our customers from cyber threats.
You will join a cutting-edge business and will be able to influence the architecture, design, and structure of our core platform.
You will tackle extraordinary challenges and work with the very BEST in the industry.
Medical, Vision, Dental, 401(k), Commuter, and Dependent FSA
Unlimited PTO
Paid Company Assigned Holidays
Paid Sick Time
Gym membership reimbursement
Cell phone reimbursement
Numerous company-sponsored events including regular happy hours and team building events