AVP, Global MSSP/MSP RTM - United States - Remote

About Us:

SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, and responds to threats in real-time. Singularity XDR ingests data and leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle. 

We are a values-driven team where names are known, results are rewarded, and friendships are formed. Trust, accountability, relentlessness, ingenuity, and OneSentinel define the pillars of our collaborative and unified global culture. We're looking for people that will drive team success and collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!

What Are We Looking For?

The SentinelOne Global Partner Ecosystem is responsible for indirect go-to-market strategy, execution, and bookings globally. With more than 6,500 partners around the world today, SentinelOne’s partner program is designed to deliver outcomes and delight our customers. We’re looking for an accountable leader with a strong sales background and general management (GM) skills to build and lead a global and regional team. 

What Will You Do?

• Build strategic business plan for SentinelOne’s Global MSSP/MSP business, including pricing strategy, legal frameworks, GTM territory planning and segmentation inclusive of Master MSP / Distribution partners
• Establish and implement criteria, process, and controls for selection, management and performance of SentinelOne MSSP and Master MSP partners
• Establish, build and develop an MSSP RTM coverage model that maximizes SentinelOne’s market opportunity, while also effectively curating the onboarding and nurturing of MSSPs throughout the world
• Organize programs and activities in accordance with the mission and goals of the partner team and sales organization
• Attract, recruit, develop, and retain top MSSP Sales Specialist talent that will build comprehensive joint go-to-market plans with our MSSP Partners, leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance
• Enable team to create and execute targeted account capture plans to develop new sources of ‘Client 0’ revenue growth via two primary sales motions (Sell to and Design in) for next gen IP-based managed services through a Service Provider delivery model
• Lead initiatives to develop focused messaging, campaigns, and artifacts for awareness, recruitment, and demand-generation activities in collaboration with SentinelOne Product and Partner marketing teams
• Participate in SentinelOne product strategy discussions to convey needs of MSSP partner ecosystem and the subsequent growth the RTM will deliver
• Work closely with SentinelOne Legal and Finance teams to develop legal agreement, pricing and invoicing models, and incentive frameworks to support effective RTM recruitment and growth

What Skills and Knowledge Should You Bring?

• You have a desire to lead, grow, adapt, and you want to continuously learn about businesses and innovative technologies
• You have at least 15 years’ experience building and leading sales and/or alliances teams; ability to grow and scale upward with the company; 2nd line management experience a plus
• 15+ years of business development or strategic account sales experience within SaaS/enterprise software with demonstrated examples of exceeding quota; data analytics and/or security software sales experience required
• Experience developing Managed offerings with the security LOBs, leading teams that have built partnerships and associated sales revenues with well known Managed Security Service Providers (MSSPs) such as BlueVoyant, CyberCx, Deepwatch, Red Canary, eSentire, and Orange Cyber Defence
• Knowledge and/or experience working with “Master MSP” distribution entities to extend GTM reach, and capability to build or modify licensing and incentive models to accelerate RTM growth
• Very comfortable in the “C” suite with a track record of negotiating comprehensive MSSP agreements that yield strong revenue generating relationships
• Exceptional management, interpersonal, written and presentation skills
• Experience defining, implementing and managing go-to-market activities
• Strong executive presence and polish - lead from the front, inspire and motivate
• Good corporate citizen - two-way flow of relevant and timely information; work as a team for the most efficient use and deployment of resources; provide timely and insightful input back to other corporate functions, particularly product management and marketing
• You thrive in a dynamic, fast-growing, rapidly-changing environment while being able to work remotely from other members of your team and corporate
• Understanding of cloud technologies, architectures, and cloud services. Strong preference for cloud cybersecurity experience
• B.S. or B.A. degree

Why Us?

• You will be joining a cutting-edge company, where you will tackle extraordinary challenges and work with the very best in the industry
• Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
• Unlimited PTO
• Industry-leading gender-neutral parental leave
• Paid company holidays
• Paid sick time
• Employee stock purchase program
• Disability and life insurance
• Employee assistance program
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events including regular happy hours and team-building events

This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions. Base Salary Range$170,625—$256,000 USD

SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

SentinelOne participates in the E-Verify Program for all U.S. based roles. 

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