Partner Development Manager, MSP Ecosystem

🔥 15 hours ago

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤝 Client Partner

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

Apply Now

Find Similar Remote Jobs

Set Up Email Alert For New Jobs

📊 Check your resume score for this job

Improve your chances of getting an interview by checking your resume score before you apply.

Upload Resume

SentinelOne

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2013

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

SentinelOne is a leader in autonomous cybersecurity, known for its innovative use of AI across endpoint, cloud, and identity protection solutions. It is recognized by Gartner as a leader in the Magic Quadrant for Endpoint Protection Platforms for four consecutive years. SentinelOne's Singularity platform integrates enterprise security, offering features like AI-powered threat detection, endpoint and cloud security, vulnerability management, and threat intelligence. The company supports various industries by delivering real-time protection and operational efficiency while leveraging AI for advanced threat hunting and log analytics. With a strong focus on reducing risk and enhancing security performance, SentinelOne caters to enterprises worldwide with secure, scalable solutions.

📋 Description

• Own and grow a fixed, named portfolio of 3 to 10 MSP Ecosystem partners. • Serve as the primary business owner of each partner relationship and build revenue-generating security service offerings. • Develop and execute strategic business plans for each named partner. • Establish and maintain senior relationships with partner executives and key sales leaders. • Drive pipeline and revenue through partner marketplaces or distribution motions. • Stay current on SentinelOne’s competitive landscape and sell the value of its solutions and services. • Provide partners with product and MSP/MSSP model updates. • Collaborate with internal teams to build service offerings and launch content. • Drive program management and governance for service offering launches. • Develop and track KPI metrics to assess partnership effectiveness. • Equip partners with tools and resources to scale go-to-market activities and meet training, certification, and support requirements. • Evangelize partner service offerings and bring partner feedback to SentinelOne’s sales organization. • Prepare and deliver revenue forecasts for the named book of business. • Collaborate cross-functionally with Sales Engineering, Professional Services, Customer Success, Marketing, and Support to reduce churn, close deals, and drive revenue and product adoption. • Design and implement joint go-to-market campaigns and run account planning aligned to MEDDPICC. • Travel moderately, typically 25% to 50%, to build and sustain in-person partner relationships. • Report to the Director, Global MSP Ecosystem Sales.

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

🏖️ Benefits

• Restricted Stock Units (RSUs) • Employee Stock Purchase Plan (ESPP) • Flexible time off • Paid company holidays and paid sick time • 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 • 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