AVP, Partner Ecosystem Sales Engineering - Americas

What Are We Looking For?

Were looking for an exceptional Partner Sales Engineering leader to grow and lead our Partner Sales Engineering and Solution Architecture organization in the Americas. You will lead our existing Sales Engineers and Architects and help us grow and strengthen the team. You will report to the VP of Global Partner Ecosystem Sales Engineering, leading the Americas team that will build offerings and solutions with our strategic partners that deliver optimized outcomes for SentinelOne’s prospects and customers. You will collaborate across the entire partner ecosystem, including CSPs, MSPs/MSSPs, GSIs/SIs, VARs, Technical Alliances, and Incident Response partners. You will work closely with global and regional Sales leadership, Product Management leadership, and Engineering leadership to help optimize the technical solutions we build with our partners that ultimately result in indirect, independent, and incremental revenue streams for the company. We require a seasoned pre-sales leader with a proven track record of growing a Partner Sales Engineering organization.

What Will You Do?

• Oversee technical sales and GTM strategy for regional partnerships and emerging product sales
• Recruit, mentor, and develop the Sales Engineering and Solution Architecture leadership team
• Refine and scale the partner engineering processes, such as champion development, practice building, service offer creation, and sales engagement
• Refine and scale the core sales engineering processes, such as discovery, technical qualification, and proof-of-concept
• Work with SentinelOne Sales leadership and clients to design, create, and present technical solutions to increase client revenue growth; collaborate with other senior leaders to integrate sales engineering efforts with marketing, product development, and customer success initiatives
• Lead from the front with the capability to develop and deliver comprehensive solution overviews; promote a culture of knowledge-sharing and continuous improvement within the Sales Engineering organization
• Collaborate with a variety of internal departments and contribute to product development or enhancements to existing products to the Product Management function
• Oversee development of hands-on technical sessions at partner sites for offerings, such as Capture the Flag (CTF), Cloud Security Assessments (CSAs), AWS Immersion Days and Game Days, etc.
• Work with leaders to help partners through use case-based accelerators, thought leadership, blogs, webinars, joint solutions, presentations, speaking events, joint demos / experience centers, joint events / conferences, etc.; ensure strong cross-functional representation and prioritization on such efforts
• Participate in regional industry events / organizations as a thought leader
• Collaborate with a variety of internal functional areas to ensure solutions are implemented and supported in-line with client expectations
• Drive business with our partners via joint solution development and GTM technical sales, strategy, enablement, and alignment coordination for GSI, MSP, ISV, Resell / Distribution, and Hyperscalers (AWS, GCP, Azure)
• Lead interlock between our Partners and Product teams

What Skills and Knowledge Should You Bring?

• 10+ years of experience in Sales Engineering or Systems Engineering with at least 5+ years leading a regional Sales Engineering team

• Experience managing an organization of 40+ team members
• Extensive knowledge and experience selling through and with the Partner Ecosystem to enterprise customers
• Referenceable experience working with technical Executives from AWS, MSPs/MSSPs, GSIs/SIs, and Tech Alliances
• Strong understanding of cybersecurity, identity security, and endpoint security solutions is ideal for success in this role; this includes knowledge of complex cybersecurity threats and attack vectors, as well as different types of endpoint security solutions, such as malware prevention and XDR / SIEM solutions
• Additional knowledge and prior experience selling security technologies including but not limited to HTTP / web-related technologies, proxies, caches, firewalls, SSL/IPsec, VPNs, DLP, anti-virus, spam, and spyware solutions would also be considered

• Additional experience and skills for the successful candidate:
• Experience working with cloud computing environments (e.g. Technical Sales, DevOps, Security, Sales Engineering or similar role)
• Experience in and understanding of cloud deployments, especially as relates to security and compliance
• Experience with cloud environments, e.g. containerized workloads, serverless computing, and microservices architectures
• Experience with SIEM or other data lake solutions
• Demonstrated success working with Fortune 1000 companies
• Strong customer relationship and people skills, as well as strong written communication and presentation skills
• Excellent experience program managing a large organization to drive outcomes
• Ability to influence technical decision makers and executives
• Bachelor’s Degree in Engineering, Computer Science or related field
• Ability to travel frequently

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