Partner Development Manager, MSP Ecosystem

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage and expand a dedicated portfolio of 3 to 10 MSP Ecosystem partners.

• Act as the main business owner for each partner relationship, creating revenue-generating security service offerings.

• Formulate and implement strategic business plans for each designated partner.

• Build and maintain strong relationships with senior partner executives and key sales leaders.

• Generate pipeline and revenue through partner marketplaces or distribution strategies.

• Remain informed on SentinelOne’s competitive landscape and effectively communicate the value of its solutions and services.

• Provide partners with updates on products and the MSP/MSSP model.

• Work alongside internal teams to create service offerings and launch relevant content.

• Oversee program management and governance for the launch of service offerings.

• Develop and monitor KPI metrics to evaluate the effectiveness of partnerships.

• Equip partners with the necessary tools and resources to enhance go-to-market activities and fulfill training, certification, and support requirements.

• Promote partner service offerings and relay partner feedback to SentinelOne’s sales team.

• Prepare and present revenue forecasts for the assigned portfolio.

• Collaborate across departments including Sales Engineering, Professional Services, Customer Success, Marketing, and Support to minimize churn, close deals, and drive revenue and product adoption.

• Design and execute joint go-to-market campaigns and conduct account planning in alignment with MEDDPICC.

• Travel occasionally, typically between 25% to 50%, to foster and maintain in-person partner relationships.

• Report directly to the Director of Global MSP Ecosystem Sales.

⛳️ Requirements

• A BS technical degree or equivalent professional experience.

• At least 5 years of exceeding sales targets, ideally as a Regional Sales Executive/Manager selling comprehensive security solutions across endpoint, identity, data, and cloud, with a strong background in high-tech sales and a proven record of surpassing market performance.

• Solid experience with managed offering providers, such as MSP, MSSP, MDR, XDR, outsourcers, distribution, and systems integrators, along with previous experience selling to Service Providers and/or Managed Security Service Providers.

• Proven ability to manage a focused, named portfolio of strategic accounts rather than a broad territory, emphasizing product expansion and executing strategic business plans; comfortable with fewer but deeper relationships, ideally with a history of driving significant revenue growth at the partner level, and familiarity with platform-commit or similarly concentrated partner relationships.

• Extensive knowledge of current security solutions, including indirect and managed sales models (fully managed, co-managed, single- and two-tier); experience in CSP marketplaces is advantageous.

• Excellent written and verbal communication and presentation skills, capable of engaging a diverse range of technical and business leaders, including executives.

• Experience in enterprise sales with a robust network of MSSP decision-makers.

• Exceptional organizational and reporting skills, strong leadership abilities, and the drive of a focused self-starter who is committed to delivering above-quota results, working both independently and collaboratively within a team, with a passion for security.

• Experience in enhancing the sales enablement function to support sales in a fast-evolving, competitive environment.

• Previous startup experience, as well as experience working with channel partners and a solid understanding of partner-centric go-to-market strategies.

• Must be authorized to work in the United States for this U.S.-based position.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Employee Stock Purchase Plan (ESPP)

• Flexible time off

• Paid company holidays and paid sick leave

• Gender-neutral parental leave

• Grandparent leave

• Medical, dental, and vision coverage

• 401(k) retirement plan with company match

• Life and disability insurance

• Health and dependent care FSA

• Voluntary benefits (hospital, accident, critical illness)

• Employee Assistance Program (EAP)

• ARAG pre-paid legal services

• Nationwide pet insurance

• Cancer Care program

• Global business travel medical insurance

• Home office allowance

• Mobile phone reimbursement

• Wellness coach

• Wellness/gym reimbursement

• Fertility coverage

• Adoption & surrogacy reimbursement