Partner Development Manager, MSP Ecosystem

SentinelOne

3d•$196,000 - $270,000•Remote

About The Position

As a Partner Development Manager, MSP Ecosystem, you will be tasked with owning account management, partner enablement, and partnership support for a defined, named set of MSP/MSSP Ecosystem partners that sell through MSPs, as part of SentinelOne's Global MSP Ecosystem team. 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. You'll design high-quality, strategic service activation plans for each named partner, growing wallet share and reducing churn within an existing, high-value book rather than recruiting net-new logos. This role requires moderate travel (typically 25 to 50 percent) to build and sustain in-person relationships with your named partners.

Requirements

A BS technical degree or equivalent work experience.
5 or more years of above-quota sales experience, preferably as a Regional Sales Executive/Manager selling full-stack security solutions across endpoint, identity, data, and cloud, with a background in high-tech sales and a record of outperforming the market.
A strong partner background across managed offering providers, including MSP, MSSP, MDR, XDR, outsourcers, distribution, and systems integrators, with prior experience selling to Service Providers and/or Managed Security Service Providers.
Experience managing a concentrated, named book of strategic accounts rather than a broad territory, including expanding product footprint and executing strategic business plans; comfort with fewer, deeper relationships, ideally with a track record of driving double- or triple-digit revenue growth at the partner level and exposure to platform-commit or similarly concentrated partner relationships.
Deep knowledge of current security solutions, including indirect and managed sales motions (fully managed, co-managed, single- and two-tier); CSP marketplace experience is a plus.
Strong written and verbal communication and presentation skills, with the ability to engage a variety of technical and business leaders internally and externally, including at the executive level.
Enterprise sales experience with an actionable network of MSSP decision makers.
Superb organizational and reporting skills, strong leadership skills, and the motivation of a focused self-starter who does whatever it takes to deliver above-quota performance, working both independently and collaboratively within a team, with a passion for security.
Experience growing the sales enablement function to support sales in a rapidly evolving, competitive marketplace.
Prior startup experience, plus experience working with channel partners and a strong understanding of partner-centric go-to-market approaches.

Nice To Haves

CSP marketplace experience is a plus.

Responsibilities

Own and grow a fixed, named portfolio of 3 to 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 and build a "better together" flywheel that holds up against competitive threats.
Drive new pipeline and revenue through each partner's marketplace or distribution motion, using data to sharpen strategy and tactics and establish competitive advantage for SentinelOne's established and emerging product portfolio; 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, work with internal teams to build service offerings and develop launch content, and 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 and adjusting strategy as needed, with a demonstrable track record of setting and hitting financial goals with focus partners.
Ensure each named partner is equipped with the tools and resources to scale their go-to-market and compete effectively, and establish enablement goals that validate partners meet the training, certification, and support requirements of the partner program.
Evangelize partner service offerings and bring the voice of the partner back into SentinelOne's sales organization.
Prepare and deliver accurate revenue forecasts for your named book of business, staying 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.
Partner cross-functionally with Sales Engineering, Professional Services, Customer Success, Marketing, and Support to reduce churn, close deals, and drive revenue and product adoption, including designing and implementing joint go-to-market campaigns and running a disciplined account planning cadence aligned to MEDDPICC.