Partner Development Manager, MSSP Ecosystem

Our Purpose At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them becomes more critical than ever. When you join SentinelOne, your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow. If you are motivated by meaningful challenges and want your impact to be real, measurable, and global, you will find purpose here. About Us SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Our AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems to deliver autonomous detection and response with clarity and speed. By combining real-time analytics, intelligent automation, and a unified data foundation, we reduce noise, simplify complexity, and empower security teams to focus on what truly matters. Our teams are builders, problem-solvers, and innovators committed to shaping the future of security. If you are excited to solve hard problems alongside talented, mission-driven people, we invite you to help us build a safer future for humanity. What Are We Looking For? 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. This role requires moderate travel (typically 25 to 50 percent) to build and sustain in-person relationships with your named partners. What Will You Do? Primary responsibilities include: 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. What Skills and Knowledge Will You Bring? Ideal candidates will have: 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. Why SentinelOne? AI is redefining how the world operates and rewriting the rules of security in real time, and SentinelOne was built for this moment. From day one, we architected an AI-native platform designed to operate at machine speed, not as an add-on to legacy systems but as the foundation itself. If you want to build where innovation and impact move together, this is that place. We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family: Equity & Rewards Restricted Stock Units (RSUs) Employee Stock Purchase Plan (ESPP) Time Off & Wellbeing Flexible time off Paid company holidays and paid sick time Gender-neutral parental leave Grandparent leave Insurance & Financial Security Medical, dental, and vision coverage 401(k) retirement plan with company match Life and disability insurance Health and depende #J-18808-Ljbffr