Director of Partner Sales Engineering, SentinelOne

• 10+ years of industry experience in a pre-sales capacity with 5+ years of direct line management experience (hiring, training and retaining top talent)
• Extensive knowledge and experience selling through and with the partner ecosystem to enterprise customers
• A strong understanding of cybersecurity, identity security and endpoint security solutions is ideal for success in this role or similar software Industry
• This includes knowledge of complex cybersecurity threats and attack vectors, as well as different types of endpoint security solutions, such as malware prevention and XDR/SIEM solutions
• Beneficial experience/skills for the successful candidate:
• Experience working with cloud computing environments (e.g. technical sales, devops, security, sales engineering or similar role)
• Experience in and understanding of cloud deployments--especially as relates to security and compliance
• Experience with AWS Azure, and/or GCP. Azure a plus
• Familiarity with cloud environments, e.g. containerized workloads, serverless computing, and microservices architectures
• Familiarity with SIEM or other data lake solutions
• Experience working with Technical Leaders from AWS and channel partners, MSPs, GSIs, or alliances partners
• Experience presenting and delivering technical demos to architects and technical staff
• Ability to quickly learn, adapt, understand, and work with new emerging technologies, methodologies and solutions in the cloud/IT technology space
• Outstanding presentation skills to both technical and executive audiences, whether impromptu on a whiteboard or using presentations and demos

Desirable

• Reporting into the VP of Global Partner Sales Engineering, the Director - Partner Sales Engineering will support the growth of our reseller, distributor, cloud service provider (CSP), SI, and MSP partner business technical solutions and offerings in the EMEA & APAC markets
• This Leader is responsible for the development and execution of technical solutions to grow the value and contribution of the Partner ecosystem in EMEA
• The Director will lead the International Partner SE team, and collaborate with the Partner Business Team/Leadership, Field SEs/Leadership, and Partner Training / Enablement teams to build a fully-integrated technical partner strategy that will deliver mutually beneficial outcomes for both SentinelOne and our Partners
• You will help prospective partners understand the benefits of SentinelOne, explaining technical features and problem-solving any potential roadblocks all while building champions that will be equally as passionate about SentinelOne
• SentinelOne’s success is highly dependent on Partner Sales Engineers (SEs) and their ability to accelerate regional Partner sourced and influenced ACV, attach rate, and technical pre-sales capability
• This person will manage an International team of Partner SEs and will act as the key business partner to the EMEA & APAC AVP of Channels and International VP of Field SEs in delivering an exceptional Partner technical ecosystem in line with our company growth goals
• In collaboration with the Partner and SE Leadership, the person will continue to build and scale an outstanding Partner Solution Engineering organization to deliver on these objectives and other cross functional priorities:
• Build Partner technical pre-sales capability so that partners can build a significant pre-sales bench for effective deal sourcing and influencing, build technical solution building capacity and efficient co-sell
• Work with the team to identify and qualify partnership opportunities, identify key partner technical objections, competition, and develop strategies to resolve technical blockers
• Helping our Partners achieve the technical win in partner sourced/influenced co-sell deals by enabling them on relevant SentinelOne technology and helping them align on solution architecture, RFx, sizing, demos, whiteboarding, use cases, integration/architecture patterns, PoCs, etc
• Drive follow-ups with partner resources to consistently deliver messaging how SentinelOne adds value to the partner and their customers
• Plan and create go-to-market initiatives and offerings with SentinelOne partners and internal teams to scale the channel and CSP business
• Develop and execute technical training plans for partners
• Own the technical relationship with SentinelOne’s partners, and the coordination of additional technical resources
• Contribute to the development and lead hands-on technical sessions at partner sites for offerings such as Capture the Flag (CTF) and Cloud Security Assessments (CSAs)
• Deliver demonstrations and work hands-on with partners to demonstrate SentinelOne’s value in the partner’s environment or solutions
• Recommend security best practices, cloud architecture, platforms and application infrastructure required to successfully implement a complete cloud security solution based on SentinelOne
• Work with Partners to generate demand and evangelize the SentinelOne Singularity platform
• Helping our partners through use case based accelerators, thought leadership, blogs, webinars, joint solutions, presentations, speaking events, joint demos/experience centers, hosting joint events/conferences, etc
• Strong cross functional representation and prioritization on such efforts