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!

Overview:

As a result of continued growth, and further investment into our vibrant partner ecosystem, we have opened a new position, “Head of EMEA Distribution,” to help SentinelOne support and grow our distribution partners across the EMEA region.

This role holds the primary responsibility to meet and exceed quarterly and annual revenue quota assignments for specified distributor(s). The position is crucial for expanding SentinelOne's presence in the distribution channel. This includes understanding distributor business goals and requirements, and actively participating in presenting SentinelOne's cybersecurity solutions, products, and technology propositions to distribution sales teams.

This position will report to the Area VP EMEA Channels.

Responsibilities:

Meet and exceed revenue and bookings quotas within the assigned distribution channel. Manage the interface between SentinelOne and Distributors, including resolving channel conflicts. Identify and onboard new resellers through the Distribution channel; manage the onboarding process effectively. Collaborate with Distribution team managers to prioritize distribution sales motions. Directly manage and sell into Distributors. Work with Distributors to build and manage demand generation and marketing efforts for partners. Drive channel marketing activities with complementary cybersecurity technology partners. Ensure Distributors and partners are progressing towards certification requirements. Enable Distributors to meet and exceed goals by: Understanding Distributor business strategies. Communicating Distributor business strategies to relevant departments within SentinelOne. Presenting SentinelOne's value proposition (corporate positioning, products, technologies, capabilities) to Distributors and VARs. Managing Distributor product focus. Overseeing quarterly and ad-hoc promotional activities at Distributors. Training Distributor salespeople on SentinelOne solutions. Monitoring and reporting on competitive activities and sales performance. Tracking and analysing Distributor POS (Point of Sale) sales. Adjusting sales activities and product mix as needed based on POS sales data. Managing co-marketing opportunities with channel partners and third-party allies. Satisfy internal reporting requirements by submitting reports and records in accordance with SentinelOne’s policies and practices. Participate in trade shows and make presentations, as required. Travel to Distributor locations to enhance mindshare, enablement, and training.

Requirements:

7+ years of experience as a Distribution Partner Account Manager within a fast-growing software company, preferably in the cybersecurity SaaS market. 7+ years of experience working with Distributors and VARs in a technology company aligned with SentinelOne’s industry. Proven track record of exceeding revenue and bookings quotas within a distribution channel. Experience in identifying new resellers and effectively managing the onboarding process for a company’s distribution team. Demonstrable success and references from working with direct sales teams and sales leaders. Experience in strategizing, managing Distributors, and consistently exceeding goals. Strong background in analyzing and reporting activities related to sales and revenue generation.

Education:

Bachelor’s degree (BSc) required

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.