AVP, GSI/SI RTM

What Are We Looking For?

Reporting to the SVP of Global Partner Ecosystem, the Area Vice President of GSI/SI RTM is an experienced senior leader, who is inventive and creative, who will be responsible for building a scalable strategy for SentinelOne’s GTM with Systems Integration (SI) firms. This will include the entire spectrum of SIs - Global, multi-national, regional and local - many of which are cloud native and pursuing specific markets. The seniority of the role demonstrates SentinelOne’s deep commitment to developing our partner ecosystem to build a mutually beneficial business relationship by working closely with partners and SentinelOne Leadership. 

We are looking for a strategist to develop executive-level recommendations and processes for scaling SentinelOne’s GSI & SI Partner Ecosystem. The selected individual will also be responsible for building a business plan, and upon approval, hiring the team to scale this strategic partner ecosystem.

What Will You Do?

• Data-Driven Insights: Develop a data-driven model to analyze the footprint of targeted SIs within our customer and prospect accounts, leveraging a strategic account planning process with the Geo Leaders.
• Strategic Decision Making: Prepare analysis and recommendations to advise strategic decision-making. Drive SI leader-level business reviews, strategic projects, and initiatives.
• Go-to-Market Execution: Assist business partners and sales leaders in driving all steps of the Go-to-Market strategy, including market segmentation, sales alignment, and headcount planning.
• Process Optimization: Drive initiatives and transformational projects partnering with other functions to unlock future growth opportunities, and drive business innovation.
• Analytics Optimization: Support the development and maintenance of SI-specific reporting tools and dashboards.
• Collaborate with Field Sales Leadership 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 and our sales teams.
• Collaborate with Marketing to develop a comprehensive Marketing strategy for the GSIs and SIs.
• Work hand-in-hand with Partner Sales Engineering to develop services offerings these partners can build on/around the SentinelOne Singularity Platform, delivering customer outcomes while building profitable partnerships.
• Collaborate with a distributed team of partner staff to provide analytic and operational insights built to last. Operate with a focus on ongoing improvement and scalability of our partners.
• Leveraging all of the above, build a business plan for scaling the GSI/SI organization and hire the team.

What Skills and Knowledge Should You Bring?

• 15+ years of experience in core sales experience, business development, alliance management and strategy development and execution in the software industry.
• 10+ years building and leading teams. 2nd line management experience is a plus.
• Experience and referenceable Executive relationships with GSIs and SIs while in a similar role at an Enterprise Software and/or SaaS company.
• Experience with Security, Data, and/or Cloud technology platforms and developing new solutions with SIs on/with those offerings.
• Executive presence and ability to influence business leaders by defining and communicating a business plan.
• Strong communication and presentation skills with a high degree of comfort speaking to Executive audiences.
• Strong partner strategy and solution development skills.
• Inclusive and collaborative – able to drive teamwork and cross-team alignment.
• Embrace change and contribute to the overall success of SentinelOne.
• Thorough and quality-focused, with a passion for driving process improvements and operational excellence.
• Resilient Self-starter and high degree of motivation to go above and beyond.
• Highly-collaborative style with strong networking skills across business functions.
• Flexible and able to adjust on the fly to new demands; work with a sense of urgency in a dynamic environment.
• 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.
• College Degree or equivalent proven experience required; MBA is a plus.
• Passionate about continuous learning and development and stays up to date with the latest Cyber Security, Data, and Cloud trends and technologies.

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.