Our Purpose
At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them becomes more critical than ever. When you join SentinelOne, your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow.
About Us
SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Our AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems to deliver autonomous detection and response with clarity and speed.
Role Overview
As a Director, Strategic Partnerships EMEA you will be tasked with the primary ownership of EMEA cloud alliance execution. You will hold responsibility for driving both Sell-With and Sell-Through motions with AWS and GCP across the region.
What will you do?
- Drive joint pipeline development and co-sell execution with AWS and GCP in EMEA, ensuring the success of cloud-native solutions in the market.
- Build and maintain relationships with AWS and GCP GTM Partner Development Managers (PDMs) and regional leadership to activate field-level co-sell motions.
- Support the build-out and curation of use cases for the global use case library, incorporating EMEA-specific customer scenarios.
- Support the incubation and development of a broader cloud partner ecosystem (MSPs/MSSPs) aligned to Sell-With motions between SentinelOne, AWS/GCP and regional partners.
- Support internal EMEA sales enablement on cloud GTM messaging, plays and partner services aligned to use cases.
- Build and maintain relationships with cloud partners (MSPs/MSSPs) in EMEA to grow the co-sell partner network.
- Own DSOR onboarding, support and CPPO onboarding for EMEA partners, including activation of Marketplace and DSOR motions in market.
- Own and develop existing CPPO relationships, driving growth through the AWS and GCP Marketplaces.
- Drive EMEA Marketplace growth strategy in alignment with global Marketplace direction.
- Own Marketplace listing management, private offers and buyer enablement for the region.
- Drive continued Marketplace enablement internally and with partners across EMEA.
- Track AWS and GCP Marketplace pipeline for the region and report into global reporting cadence.
- Support ACE hygiene and funding request management for the EMEA region.
- Support quarterly business reviews (QBRs) with AWS and GCP regional leadership.
Why SentinelOne?
AI is redefining how the world operates and rewriting the rules of security in real time, and SentinelOne was built for this moment. We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family:
Equity & Rewards * Restricted Stock Units (RSUs) * Employee Stock Purchase Plan (ESPP)
Time Off & Wellbeing * Competitive leave benefits * Gender-neutral parental leave
Insurance & Financial Security * Medical & insurance benefits including private dental * Pension * Employee Assistance Program (EAP)
Work Perks & Flexibility * Global home office allowance * Internet and mobile phone allowance
Wellness & Lifestyle * Monthly wellness stipend
What skills and knowledge will you bring?
- 10 + years of experience in the Managed Services Industry
- 10+ years in the security industry
- Deep experience selling security products across the entire environment to MSSPs including endpoint, identity, data and cloud services
- Attract, recruit and onboard top talent to build a skilled MSSP Business Account Team
- Ability to build a strategic plan and execute to that plan, delivering expected results.
- Ability to prioritize engagement and support in line with the Division’s strategic focus is necessary.
- Proven sales management experience, meeting or exceeding targets, developing client-focused, differentiated and achievable solutions
- Ability to communicate, present and influence all levels of the organization, including executive and C-level
- Proven experience running an effective operational program and cadence that includes a focus on Pipeline Generation for Recruitment, Upsell, Account and Opportunity Planning aligned with MEDDPIC opportunity qualification methodology, and experience working collaboratively with partners to drive incremental revenue and supporting your partner’s revenue growth.
- Ability to adopt new perspectives, and build relationships that cross organizational boundaries, and, as a result, build out a web of support and contacts that you will work with daily internally and externally with an extensive and strong partner organization.
- Excellent listening, organizational, negotiation and presentation skills, strong oral and written communications as well as an ability to persuade others to a particular point of view.
- Prior experience in a high growth, fast paced and fun environment (startup experience helpful)
- Candidates should embrace a Growth Mindset, exhibit intellectual and emotional intelligence, technical acumen, passion for security, love collaborating and working well with others and bring energy and fun to the role every day.
- BA/BS degree or equivalent preferred
