SentinelOne · 2 days ago
Channel Business Manager, Enterprise & Federal
Ohio, United States
Full-time
Hybrid
Senior Level, Lead/Staff
$216K/yr - $240K/yr
10+ years expSentinelOne is redefining cybersecurity through AI-powered innovation, and they are seeking a Federal Business Manager to oversee Channel Sales in the Federal sector. The role involves developing business relationships, executing strategic marketing plans, and driving growth with Federal partners while managing a cohesive channel strategy.
Artificial Intelligence (AI)Cyber SecurityNetwork SecuritySecurity
No H1B
Responsibilities
Develop business relationships with designated FSIs at all levels, across all departments, including sales, sales management, product marketing, procurement, marketing, technical support and business management
Identify a priority list of Federal partners and execute a business plan to achieve financial and business objectives
Work with Business Development and Federal sales organizations to outline and develop solution stacks (vertical or horizontal focus depending on FSI go to market)
Build professional relationships with key executives within your Federal partners
Co-develop a strategic marketing plan that will drive Federal pipeline and bookings
Forecast and provide channel sentiment aligned to Federal pipeline
Execute quarterly QBR’s with our top Federal partners
Focus on three core areas to drive growth each quarter: onboarding and enabling new partners, maturing current partner relationships, and expanding pipeline and revenue within our partners
Create a regional partner plan to map partner strengths, measurable objectives, market focus and overall strategy
Work closely with channel leadership to accurately forecast and provide insight into active opportunities
Align with marketing resources to drive strategy and awareness within our partner community
Ability to set and drive achievement associated with partner financial goals
Drive completion of required partner certification and training aligned with the partner program
Engage appropriate Vendor resources to move deals through the sales cycle
Keep partners informed of product announcements/promotion plans, channel programs, and trends in the industry
Execute quarterly vendor-wide initiatives
Qualification
Required
Minimum of 10 years experience with high tech security and SaaS sales required (or equivalent experience)
Experience working with large partners required (Optiv, GuidePoint, SHI, CDW, WWT, General Dynamics, Lockheed, Northrup Grumman, Accenture, etc.)
Knowledge of multiple go to market motions including MSSP, Resell, Influence and Cloud
Demonstrated success in penetrating Federal partner accounts required
Able to present moderately complex Vendor value propositions and solutions to director/executive level contacts
General knowledge of security industry/solutions required
Good interpersonal skills including experience in sales situations
A proven track-record of driving continued partner growth and revenue
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 multi-task, work independently or within a team
Exceptional communication skills including listening, writing and public speaking
Can work in a fast paced, expansion environment
Benefits
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
Company
SentinelOne
SentinelOne is an autonomous cybersecurity solution company.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$696.52MKey Investors
Tiger Global ManagementInsight PartnersRedpoint
2021-06-30Post Ipo Equity
2021-06-30IPO
2020-11-11Series F· $267M
Leadership Team
Tomer Weingarten
Co-Founder and CEO
Wayne Phillips
Field CTO
Recent News
2026-01-07
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