Senior Manager, IR Business Development at SentinelOne in New York, NY

Description

Who are we?

SentinelOne is shaping the future of endpoint security through its unified, converged platform that automatically prevents, detects, and responds to threats in real-time. Our unique approach is based on deep inspection of all system processes combined with innovative machine learning to quickly isolate malicious behaviors, protecting devices against advanced, targeted threats in real time. We are led by an elite team of cyber security and defense experts from IBM, Intel, Okta, Check Point, Cylance, McAfee, and Palo Alto Networks, and we are looking for YOU to join us, in taking our Incident Response Partnerships to the next level.

Who are we looking for?

SentinelOne is searching for a Sr Manager of IR Business Development to help us expand strategically with Incident Response (“IR”) firms in No America.

As a member of the SentinelOne Corporate and Business Development team, the IR BD Sr. Manager will own the relationships of SentinelOne’s engagements with North American IR partners , and corresponding sales pipeline from these IR Partners, working in tandem with channel business managers that own the Reseller relationship. The IR BD Manager oversees IR partner Onboarding, Enablement, Engagement Support, Sales Pipeline and Thought Leadership activities to drive more security breach engagements and corresponding pipeline for the SentinelOne sales and channel teams.

Primary capabilities sought include the expertise to hunt and engage (sell) to senior IR partner business leaders and their technical teams (influence, persuade, and engage). You will provide business and competitive differentiators to win their commitment to POC the SentinelOne platform. You will guide the IR partner through the decision/agreement process working closely with the SentinelOne technical team and the channel business manager.

An ideal candidate will possess executive communication and technical skills to interact with IR partner managing directors, incident responders, sales engineers and marketing teams. This candidate will think strategically and analytically about business, product, and technical opportunities to grow the SentinelOne IR partner ecosystem. You will listen to your IR partner's needs and involve SentinelOne product management teams to enhance our platform to meet their needs for development and integrations with third party products.

The ideal candidate should possess a strong background in Channel Sales and Account ManagementBusiness Development,and the related legal and cyber insurance markets related to Incident Response. You should be comfortable with our competitions’ strengths/weaknesses and be able to articulate “WhyBuy S1” as the EDR platform of choice. As the voice of SentinelOne, you will have the opportunity to participate in IR partner and industry events and contribute content to promote thought leadership.

Job Duties And Responsibilities

• Lead IR partner acquisition/onboarding, sales process, POC and IR agreement completion
• Build quarterly IR Partner sales pipeline, carrying a pipeline quota
• Drive engagements with IR partners through completion and into deal registration
• Educate these IR partners on customer-driven use cases that lead to licensing and MSP offerings
• Gather, track, and translate IR partner feedback and help influence and inform the SentinelOne product roadmap related to the IR partner use case
• Present to IR and SentinelOne executive leadership; provide periodic market review sessions to strengthen the skills of our IR partners
• Work cross-functionally with Business and Corporate Development, Product Marketing, Product Management, Sales Engineering and other internal organizations across SentinelOne on a regular basis.

Minimum REQUIRED Knowledge, Skills, And Abilities

• 10+ years of Channel, Business Development or Sales Development experience, ideally in Incident Response or security technology consulting.
• Excellent analytical and communication skills to provide business guidance to audiences of varying technical abilities including, executives, SOC leaders, IR teams and marketing teams.
• Eagerness to learn new technologies and share your knowledge with the community around you.
• Willingness to make mistakes in a dynamic environment.
• Domain knowledge and experience in one or more of incident response, threat detection, security analytics, network security and data privacy and security/cyber insurance.
• Prior experience in sales or BD management
• Bachelors of Arts or Science, advanced degrees preferred (JD, MSc).

Why SentinelOne?

You will work on real-world problems and make an impact by protecting our customers from cyber threats. You will joina cutting-edge project and will be able to influence the architecture, design and structure of our core platform. You will tackle extraordinary challenges and work with the very BEST in the industry.

• Medical, Vision, Dental, 401(k), Commuter, and Dependent FSA
• Unlimited PTO
• Paid Company Assigned Holidays
• Paid Sick Time
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events including regular happy hours and team building events

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 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.