Inside Channel Account Manager

SentinelOne

About The Position

At SentinelOne, we’re redefining cybersecurity by pushing the limits of what’s possible—leveraging AI-powered, data-driven innovation to stay ahead of tomorrow’s threats. From building industry-leading products to cultivating an exceptional company culture, our core values guide everything we do. We’re looking for passionate individuals who thrive in collaborative environments and are eager to drive impact. If you’re excited about solving complex challenges in bold, innovative ways, we’d love to connect with you. SentinelOne is defining the future of cybersecurity through our Singularity™ XDR platform that automatically prevents, detects, and responds to threats in real-time. As we scale for FY27, we are launching a dedicated Inside Channel Sales (ICS) team. This team is a high-velocity resource layer designed to support our Commercial channel ecosystem. The Inside Channel Account Manager (ICAM) will act as a scalable force multiplier, managing partner enablement and pipeline velocity for our SMB segment. By leveraging digital tools and remote engagement, you will ensure our partners have immediate access to the resources they need to win, allowing our Field Channel Managers to focus on strategic ecosystem orchestration. The ICAM acts as the “air traffic controller” for our partner ecosystem, focusing on high-volume engagement and rapid response.

Requirements

The High-Velocity Pro: You have at least 2–4 years of experience in inside sales or channel management within a high-tech/SaaS environment.
Cybersecurity Savvy: You have a foundational understanding of the cybersecurity landscape (EDR, XDR, or SOC operations).
Efficiency Expert: You are a self-starter who thrives on high activity levels, digital engagement, and using CRM tools (Salesforce) to manage a large volume of partner interactions.
Exceptional Communicator: You can deliver a compelling product demo virtually and build trust with partner decision-makers without meeting them in person.
Result-Oriented: You have a proven track record of meeting or exceeding quotas and metrics related to lead conversion and partner engagement.
Adaptable: You are excited to be a "founding member" of a new team, helping to build the playbook for how SentinelOne scales its channel presence.

Responsibilities

High-Velocity Enablement: Conduct virtual one-to-many training sessions and demos to rapidly increase partner readiness on SentinelOne’s core platform and emerging modules (AI SIEM, Purple AI, and Cloud Security).
Pipeline Acceleration: Own the "BANT" (Budget, Authority, Need, Timeline) qualification process for channel-led leads, ensuring high-quality opportunities are moved through the funnel quickly.
Partner Support & Protection: Act as the primary point of contact for deal registrations and administrative inquiries, ensuring partners are protected and supported in real-time.
SMB Segment Growth: Manage and grow a portfolio of mid-market and emerging partners, driving revenue through consistent digital outreach and proactive account mapping.
Sales Alignment: Partner closely with the UC SMB sales team (consisting of 23+ sellers) to align partner capabilities with active customer opportunities.
Campaign Execution: Collaborate with Field Marketing to launch and track remote-first campaigns that drive immediate interest and lead generation within the partner base.

Benefits

Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
Unlimited PTO
Industry leading gender-neutral parental leave
Paid Company Holidays
Paid Sick Time
Employee stock purchase program
Disability and life insurance
Employee assistance program
Gym membership reimbursement
Cell phone reimbursement
Numerous company-sponsored events including regular happy hours and team building events