Senior Manager, Solutions Engineering, MSSP

SentinelOne

7h•$232,000 - $319,000•Remote

About The Position

As a Senior Manager, Solutions Engineering, MSSP, you will be tasked with leading a team of 6 to 10 Solutions Engineers across North America, spanning every corner of our partner ecosystem, including MSP, MSSP, GSI/alliance, and distributor/aggregator partners, and owning the health, growth, and performance of your team as an experienced people leader reporting to the Director, Solutions Engineering (Global MSSP). This role is critical in driving adoption, building strong partner relationships, and evangelizing our solutions across the Americas. You will be responsible for executing SE strategy within your team to support regional growth, while cultivating long-term relationships with partners, and the SentinelOne field and Product/Engineering teams. This role requires a willingness to travel up to 50 percent.

Requirements

10 or more years in the field, including 6 or more years of Sales Engineering experience.
3 to 5 or more years of people leadership experience, ideally managing technical or Solutions Engineering teams, with a proven track record of building and developing high-performing technical sales teams across multiple partner types.
Experience owning forecasting, coverage planning, or business reviews for a technical team, and a strong background in building relationships with internal sales and product teams.
Excellent technical, communication, and organizational skills, including experience presenting and delivering technical demos and sales values presentations to varying audiences from architects to C-level executives.
Previous experience as a practitioner at a MSSP, MSP, MDR, IR partner or in a SOC, and experience working with MSP/MSSPs, distributors, aggregators, CSPs, channel, GSIs, alliances, and strategic partners.
A strong understanding of cybersecurity, identity security, and endpoint security solutions, or similar in the tech/software industry, including knowledge of complex cybersecurity threats and attack vectors and different types of endpoint and identity security solutions such as malware prevention and XDR/SIEM solutions, with strong familiarity with EDR, XDR, SIEM, and cloud technologies and familiarity with SIEM or other data lake solutions.
Experience working with cloud computing environments (such as technical sales, devops, security, sales engineering or similar role) and understanding of cloud deployments, especially as relates to security and compliance, including AWS, Azure, and/or GCP (Azure a plus) and modern cloud environments such as containerized workloads, serverless computing, and microservices architectures.
The ability to quickly learn, adapt, understand, and work with new emerging technologies, methodologies and solutions, and a motivation driven by partner success, growing partner relationships, and developing your team's careers.

Nice To Haves

Experience managing distributed or fully remote technical teams, and experience with partner relationship management (PRM) tooling or Salesforce, is preferred.
AWS, GCP and/or security certifications, or CEH, SANS, OSCP, CISSP, or other security qualifications, is preferred.

Responsibilities

Lead your team's focus on enabling the partner ecosystem, positioning SentinelOne's technology within partner offerings, selling to the partner base, conducting demos, delivering technical training and Proof of Values, assisting partners with pre and post sales activities, and assisting with escalations.
Help prospective partners, together with your team, understand the benefits of SentinelOne, explaining technical features and problem-solving any potential roadblocks, all while building champions who will be equally as passionate about SentinelOne.
Embody the Partner SE team's four pillars: Build and Enable Tech Champions, building and empowering technical champions across partners by leveraging the ecosystem; Practice & Service Development, supporting partner GTM strategies and co-creating joint solutions and offerings; Technical Sales Success, driving technical success across the entire customer and partner journey; and Community Building, owning your franchise and building a network of trusted cohorts.
Recruit, hire, coach, and develop a team of Solutions Engineers across every partner motion you support, including MSP, MSSP, GSI/alliance, and distributor/aggregator partners, build career and technical growth paths for your team, and drive certification and enablement plans for your team across all the partner types you support.
Own regional forecasting, coverage planning, and QBR reporting for your team's partner segment, partnering with Sales and Channel leadership on territory design.
Work with managed partner team to identify and qualify partnership opportunities, identify key partner technical objections and competition, and guide your team in resolving technical blockers to scale the partner business.
Bring feedback from partners and end customers to product management to help improve SentinelOne's solution.
Ensure timely follow-ups with partner resources so your team consistently delivers on messaging around how SentinelOne adds value to the partner and their customers.
Support the execution of go-to-market initiatives and offerings with SentinelOne partners, and oversee execution of technical training plans for partners.
Own executive-level escalations for your team's highest-risk partners and personally drive cross-functional resolution with Product, Engineering, and Support; support your team and get hands-on with partners to deliver demonstrations and technical value, especially for the most complex or highest priority engagements.