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?
Reporting to the SVP of Global Partner Ecosystem & Emerging Product Sales, the VP of Channels & Alliances, APJ is a seasoned executive responsible for the indirect go-to-market strategy, partner programs, operations and sales revenue across the APJ region. This role will start by heading up the APJ Valued Added Reseller and Distribution organization, and will evolve over time to have all partner Routes to Market in scope - including Cloud Service Providers, GSI/SI, MSPs/MSSPs, and Tech Alliances Partners. The VP will drive the APJ RTM strategy in alignment with SentinelOne's GTM sales strategies and segments.
This leader is responsible for the development and execution of programs to grow the value and contribution of the partner ecosystem across all Routes to Market. The VP is expected to lead the APJ partner team, and collaborate with the Sales team, Marketing team, Services team, and Partner Training / Enablement team to build a fully-integrated partner strategy and ecosystem. This VP-level role is a high impact, quota-carrying sales management position that plays an integral role in the overall success of the company.
The successful candidate will be a multi-dimensional thinker who operates not only on the basis of important past experiences, but in light of new approaches and developments that occur in the market.
What Will You Do?
- Develop and implement the overall Channel strategy for APJ; evolution over time to develop a holistic Partner Ecosystem strategy for the region
- Develop and implement robust business planning process and operational cadence across all partners that closely aligns to SentinelOne geographic and market segments and required growth
- Execute our GTM strategy with the Channel Ecosystem in a “Power of X” model, working in collaboration with our Cloud Service Providers and Technical Alliances
- Establish credibility within the industry and with SentinelOne’s partners and targets
- Collaborate with field leadership teams to deliver repeatable partnerships that add value to our customers, identify incremental customer opportunities and assist in current sales pursuits where directed by the customer or sales teams
- Collaborate with counterparts in AMER and EMEA to share best practices and leverage partnership strategies and opportunities
- Provide leadership to corporate, business and/or regional management regarding the execution of business strategies
- Provide competitive intelligence for use in strategic analysis and positioning of company product offerings
- Build a metrics-driven organization through evolved reporting, dashboards, and tracking channels to provide actionable insight on performance and growth opportunities
What Skills and Knowledge Should You Bring?
- Proven results as a VP, Partners & Alliances, or a similarly relevant role within the tech space, with a minimum 10 years of experience
- Demonstrated experience leading and scaling Partner organizations with scale north of $1B+ and growing partner teams to 40+ people in region
- SaaS background with a deep understanding of value drivers in recurring revenue business models
- Must have sold complex, technical security products; Cloud and/or Data experience valued but not required
- Direct Sales and/or Sales Leadership background a plus
- Demonstrated passion for SentinelOne’s core values of Trust, Accountability, Collaboration, Relentnessess, Ingenuity, and Community
- Bachelor’s degree required; advanced degree, MBA or similar preferred
