National Partner Manager (NPM) - Optiv

SentinelOne

23d•$216,000 - $297,000

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 seeking a senior channel leader to join as our National Partner Manager responsible for managing Optiv – with a strong emphasis in the F500. Success in this role is dependent on the ability to implement and manage an effective channel strategy. As a member of the SentinelOne Channel Sales team, you will report to the Senior Director, National Partners.

Requirements

Bachelor’s degree or equivalent work experience
10+ years of high-tech channel sales experience in an enterprise sales environment.
A proven track-record of driving continued partner growth and revenue.
Deep knowledge of VAR channels with extensive relationships at key focus accounts
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, working independently and within the North American team.
Exceptional communication skills including listening, writing, and public speaking.
Effective and comfortable in a fast-paced environment.
Strong working knowledge of both the cybersecurity space and the Optiv organization.

Responsibilities

Grow our multi-million dollar business within a multi-billion dollar partner
Build and execute a business plan focused on Bookings, Technical Readiness, Demand Generation (Marketing), and Services Offerings that will expand SentinelOne’s presence as an integral part of the business at one of our most strategic partners
Communicate proactively with SentinelOne sales leaders on strategic business plans and assign roles for them to support Optiv and the overall business plan.
Work closely with field marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers.
Extensive contacts and experience working with Optiv at executive, sales leadership, marketing, services, and field sales levels.
Experience managing this partner on a global level driving triple digit revenue growth - have a proven blueprint for success
The candidate will possess deep knowledge of the partner and have a proven track record of building plans to grow to $100M+ TCV
The candidate will have deep knowledge of the strategic customer segment focusing on large financial services companies, investment funds, and insurance companies worldwide
Role will have weekly interaction with both the VP of Enterprise and the VP of Strategic Sales focusing on the top 10 customer targets each quarter
Responsible for building a weekly cadence with the strategic sales leaders on new partner-sourced pipeline growth, deal velocity, and deal conversion
Experience building and executing joint business plans with measurable success.
Demonstrable history of setting financial goals with focus partners and achieving
Ability to drive multiple initiatives across technical, professional services, and sales
Develop a business plan outlining how target revenues and objectives will be achieved
Validate that partners are meeting the training, certification, and services requirements within the SentinelOne partner program
25-50% travel required in North America

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