Senior Director, OEM Technology Partnerships

SentinelOne

1d•$198,750 - $265,000•Remote

About The Position

As a Senior Director, OEM Technology Partnerships, you will be tasked with leading and developing the relationships, strategy, and go-to-market execution of SentinelOne's co-build, co-market, and co-sell motions with our most critical technology partners, with accountability for driving and exceeding performance goals. Reporting to the Vice President, AI & Technology Partnerships, this role demands close collaboration with Product, Revenue, Solution Engineering, and Market leadership teams to drive substantial integration initiatives and forge strategic partnerships. . You will also work closely with SentinelOne’s regional sales and channel & alliances teams. The ideal candidate will have extensive experience and a proven track record of building and scaling partnerships that provide substantial sales value to SentinelOne’s global sales team and channel partners.

Requirements

10+ years of partner, alliances, or sales leadership experience with quota-carrying responsibilities.
Proven success building and leading strategic partner teams specifically with large, global technology providers (e.g., AWS, GCP, Oracle, or major ISVs).
Demonstrated success in driving revenue through partner-influenced and partner-sourced sales.
Strong understanding of cybersecurity, observability, ITOps, SecOps, AIOps, cloud computing and enterprise software markets.
Deep existing relationships with partner, sales, product, and executive teams within the global technology and cloud ecosystem.
Deep understanding of how to develop and execute GTM plays with Tech Partnerships, Channels, and internal sales teams.
Experience accelerating, maturing, and expanding existing partnerships and building and operating in global markets.
Demonstrated operational experience managing partner co-sell and influence pipelines.
Ability to think strategically and execute tactically, with a data-driven approach to decision-making.
A technical or pre-sales background is considered a significant plus.
Excellent communication and presentation skills, with the ability to convey complex concepts to diverse audiences.
Ability to travel domestically and internationally to SentinelOne and partner events (up to 30%).

Nice To Haves

M.Sc. or equivalent educational background is preferred.
Deep understanding of observability and data management space.
At least 10 years of experience in strategy development, alliances & cloud sales, or business development in the technology industry.
Pro-active, independent thinker with high energy and a positive attitude.
Flexible and pragmatic mindset, capable of adapting to a fast-paced, dynamic environment.
Genuine desire to have fun, learn and make an impact!

Responsibilities

Develop and execute SentinelOne global strategy with Strategic or OEM Technology Partners, inclusive of co-build, co-market, and co-sell initiatives.
Create and execute regional strategies for each partner, including business planning co-sell motions, and enablement initiatives.
Multiply SentinelOne's success through partner program management, marketing efforts, and negotiation of favorable terms that maximize growth for SentinelOne.
Manage key growth levers to maintain cadence and expectations of investment outcomes, initiatives (growth and transformation), and performance.
Lead and continue building a world-class team of alliance professionals.
Build and nurture meaningful relationships with stakeholder executives, partners, and customers.
Own and evolve SentinelOne's operational effectiveness through partner marketplaces and integrated platforms.
Seek opportunities for the "power of 3" that combine SentinelOne, Strategic or OEM Technology Partners, and Channel/MSSP/SI partners.
Organize co-build integration collaboration across internal cross-functional organizations, including alliances, solution architecture, engineering, product management, and product marketing, while holding each partner accountable for the end result and delivery timelines.
Collaborate with the alliances team to define high-level program goals and "sales plays", and translate them into roadmaps and key performance indicators, adjusting as needed from the data and continuous team feedback.