Senior Strategic Alliance Manager, GlobalMaster MCP (Pax8)

What are we looking for

SentinelOne is looking for a highly motivated and experienced Strategic Alliance Manager to join our team as the lead account executive responsible for driving developing and managing our strategic partnership with Pax8 a global cloud-based Marketplace Distributor focusing on selling to the managed service market. This role requires a deep understanding of the Managed Service business model as well as how Distribution and Marketplace partners function in support of a Managed Service (MSP MSSP) ecosystem. The Strategic Alliance Manager will play a critical role in driving growth and innovation by leveraging internal and external partnerships to enhance our joint go-to-market expand our market reach and collaborate to ideate and develop new revenue streams to accelerate our mutual growth and success.

Success in this role requires a proven track record of managing complex partnerships excellent negotiation skills and the ability to think strategically and execute tactically. This role will require frequent interaction with senior leadership and other key stakeholders making strong communications skills essential. The Strategic Alliance Manager will also be responsible for monitoring the performance of the partnership ensuring that it delivers the expected value and making adjustments as needed to optimize outcomes. We are looking for a strategic thinker with a passion for building and managing world-class partnerships.

What will you do

• As the primary owner of the Global relationship between SentinelOne and Pax8 develop and execute a strategic business plan to manage innovation creation collaboration and drive next logical areas for business expansion in the partnership.
• Drive new pipeline and revenue via the Pax8 Marketplace leveraging data to drive strategies decisions and tactics to establish a competitive advantage for our established and emerging product portfolio.
• Manage and nurture relationships with Pax8 executives and key sales leaders to agree priorities and ensure alignment between our respective field organizations. The goal is to establish a fly-wheel effect for both companies where we are better together and can rise above competitive threats with value-based differentiation.
• Collaborate with internal teams to ensure tight alignment across all functions. Outcomes examples include Pax8 market-readiness coincident with product launch/GA; early adoption candidates and customer win stories; clear feedback loops for product features and enhancement requests competitive intelligence and pricing efficacy.
• Develop and drive KPI metrics to deliver measurable results and assess the effectiveness of our partnership. Regularly review partner engagement performance and make adjustments to strategies as necessary. Demonstrable history of setting financial goals with focus partners and achieving success.
• Ensure Pax8 is equipped with the right tools and resources to scale in their GTM strategy and enable them to compete effectively.
• Establish enablement goals and validate that partners are meeting the training certification and support requirements of the partner program to successfully position and support the SentinelOne offerings.
• Deliver SentinelOne monthly forecasts strategic plans goals and results for the global Pax8 business
• The role requires 25-50% travel.

What skills and experience will you bring

• Bachelors degree or equivalent work experience.
• 10 years of high-tech channel sales experience in an enterprise sales environment.
• Strong partner background required specific to Managed offering providers (MSP MSSP MDR XDR Outsourcers SIs etc).
• A proven track-record of driving continued partner growth and revenue.
• Deep knowledge of indirect managed sales motions (fully managed co-managed single- and two-tier; CSP marketplace experience a plus).
• Ability to drive influence and build effective relationships with decision makers across all levels of partner organizations.
• Motivated and focused self-starter with strong leadership skills who can multitask work independently and collaboratively within a team.
• Exceptional communication skills including listening writing and public speaking.
• Can work in a fast paced start-up environment.
• Experience managing Managed Service partner(s) on a national or multi-regional level driving double- or triple-digit revenue growth - have a blueprint for success
• Strong working knowledge of the cyber security space; Cloud security skills a plus

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

Required Experience:

Manager