Partner Development Manager, SentinelOne
MSSP Ecosystem
$196-270k
OTE
+ Equity + ESPP
More information about location
AI-powered enterprise cybersecurity platform
Be an early applicant
AI-powered enterprise cybersecurity platform
1001+ employees
Be an early applicant
$196-270k
OTE
+ Equity + ESPP
More information about location
1001+ employees
Company mission
To give the advantage to those who secure our future.
Role
Who you are
- 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
- A 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
What the job involves
- We’re looking for people who are relentlessly curious and committed to continuous learning
- AI is reshaping every function across our business, and we enable every team member, regardless of role or level, to build fluency in AI tools and concepts
- Those who thrive here actively seek out new solutions, experiment thoughtfully, and apply what they learn to drive better, faster, smarter outcomes
- As a Partner Development Manager, MSSP Ecosystem, you will be tasked with owning account management, partner enablement, and partnership support for a defined, named set of MSP/MSSP Ecosystem partners that sell through MSSPs, as part of SentinelOne's Global MSSP Ecosystem team
- Unlike the regionally-aligned Partner Development Manager role, your book of business is fixed by name rather than territory, and you'll report into the Director, Global MSSP Ecosystem Sales
- You'll design high-quality, strategic service activation plans for each named partner, growing wallet share and reducing churn within an existing, high-value book rather than recruiting net-new logos
- Own and grow a fixed, named portfolio of 3 to 10 MSSP Ecosystem partners, serving as the primary business owner of each relationship and building revenue-generating security service offerings with each
- Develop and execute a strategic business plan for each named partner to manage innovation, collaboration, and the next logical areas for business expansion within the partnership
- Establish and maintain senior relationships within your named partners, nurturing partner executives and key sales leaders to align priorities across respective field organizations and build a "better together" flywheel that holds up against competitive threats
- Drive new pipeline and revenue through each partner's marketplace or distribution motion, using data to sharpen strategy and tactics and establish competitive advantage for SentinelOne's established and emerging product portfolio; stay current on the SentinelOne competitive landscape and sell the value of our solutions and services relative to competitors
- Ensure partners receive timely product and MSP/MSSP model updates for each relevant product area, work with internal teams to build service offerings and develop launch content, and drive program management and governance for service offering launches across your named accounts
- Develop and drive KPI metrics to assess partnership effectiveness, regularly reviewing partner engagement and performance and adjusting strategy as needed, with a demonstrable track record of setting and hitting financial goals with focus partners
- Ensure each named partner is equipped with the tools and resources to scale their go-to-market and compete effectively, and establish enablement goals that validate partners meet the training, certification, and support requirements of the partner program
- Evangelize partner service offerings and bring the voice of the partner back into SentinelOne's sales organization
- Prepare and deliver accurate revenue forecasts for your named book of business, staying aligned with the Director, Global MSSP Ecosystem Sales, and peer Partner Development Managers on forecasting, enablement, and the launch of newly created solutions with your partners
- Partner cross-functionally with Sales Engineering, Professional Services, Customer Success, Marketing, and Support to reduce churn, close deals, and drive revenue and product adoption, including designing and implementing joint go-to-market campaigns and running a disciplined account planning cadence aligned to MEDDPICC
Our take
Cybercriminals are now leveraging the power of automation to make the current threat landscape too advanced for a lot of traditional antivirus software. SentinelOne is a cybersecurity company that matches this automation with machine learning-focused software designed to help businesses defend against online attacks.
The company has expanded beyond endpoint security into a broader AI-powered cybersecurity platform spanning endpoint, cloud, identity, and IT operations. This gives SentinelOne access to a larger enterprise market, although it also it also places the company in direct competitions with established cybersecurity leaders, including its biggest rival, CrowdStrike.
As cyberattacks become increasingly automated, the company is expanding its capabilities beyond detection to include AI-driven threat response, helping security teams contain attacks more quickly. While it still trails larger rival CrowdStrike in scale, SentinelOne is investing in platform expansion and automation to compete for enterprises looking to consolidate their cybersecurity into a single solution.
Steph
Company Specialist at Welcome to the Jungle
Insights
61% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Feb 2021
$100m
LATE VC
Nov 2020
$267m
LATE VC
Total funding: $797.9m
Company benefits
- Medical, dental, and vision coverage
- Employee assistance program
- Gym reimbursement
- Incentive-based challenges
- Mental health and mindfulness
- Unlimited Time Off
- Grandparent Leave
- Volunteer Time Off
- Paid Sick Time
- Paid Holidays
- 16 weeks Gender-Neutral Parental Leave
- Restricted Stock Unit Program
- Flexible Spending Accounts
- Life Insurance
- Short and Long Term Disability Insurance
- Team building activities
- Celebrations and social gatherings
- Community volunteering events
- Global all hands and local town hall events
- 401K
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Tomer Weingarten
(Co-Founder & CEO)Tomer began their career in Software Development at Mckit Systems prior to co-founding dPolls and Carambola Media. They left their position as VP of Products at Toluna in December 2012 to found SentinelOne in January 2013, where they have served as the CEO since.
Sonalee Parekh
(CFO)Prior to joining SentinelOne in 2026, Sonalee was the CFO at Asana and RingCentral. They also held senior roles at Hewlett Packard Enterprise, Jefferies, RBC Capital, Markets, Barclays Capital and Goldman Sachs.
Barry Padgett
(COO & President)Barry joined SentinelOne in 2025 as CGO before briefly serving as the CFO then moving into their current role as COO. Previously they spent 4 years at Amperity as COO and CEO and 1 year at Stripe as CRO.
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