Partner Development Manager, MSP Ecosystem

SentinelOne

. Own and grow a fixed, named portfolio of 3 to 10 MSP Ecosystem partners.

Posted 10/2/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing strategic partner relationships and driving revenue growth through effective go-to-market strategies. Proficient in developing and executing business plans, leveraging security solutions, and collaborating cross-functionally to enhance partner offerings.

Highest-signal resume keywords

Above-Quota Sales ExperiencePartner Relationship ManagementSecurity Solutions KnowledgeStrategic Business PlanningCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentKPI Metrics TrackingRevenue ForecastingSecurity Solutions SellingMSP/MSSP Model ExpertiseAccount ManagementGo-To-Market Campaign DesignSales Enablement GrowthPipeline ManagementMarket Analysis

Soft Skills

Strong Communication SkillsLeadership SkillsOrganizational SkillsSelf-Starter MotivationPresentation Skills

Tools & Technologies

CSP MarketplaceSalesforceMSP ToolsReporting SoftwareCollaboration Platforms

Industry Keywords

Managed Security Service ProviderManaged Offering ProvidersHigh-Tech SalesService ProvidersSecurity Solutions

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Own and grow a fixed, named portfolio of 3 to 10 MSP Ecosystem partners.
Serve as the primary business owner of each partner relationship and build revenue-generating security service offerings.
Develop and execute strategic business plans for each named partner.
Establish and maintain senior relationships with partner executives and key sales leaders.
Drive pipeline and revenue through partner marketplaces or distribution motions.
Stay current on SentinelOne’s competitive landscape and sell the value of its solutions and services.
Provide partners with product and MSP/MSSP model updates.
Collaborate with internal teams to build service offerings and launch content.
Drive program management and governance for service offering launches.
Develop and track KPI metrics to assess partnership effectiveness.
Equip partners with tools and resources to scale go-to-market activities and meet training, certification, and support requirements.
Evangelize partner service offerings and bring partner feedback to SentinelOne’s sales organization.
Prepare and deliver revenue forecasts for the named book of business.
Collaborate cross-functionally with Sales Engineering, Professional Services, Customer Success, Marketing, and Support to reduce churn, close deals, and drive revenue and product adoption.
Design and implement joint go-to-market campaigns and run account planning aligned to MEDDPICC.
Travel moderately, typically 25% to 50%, to build and sustain in-person partner relationships.
Report to the Director, Global MSP Ecosystem Sales.

Requirements

What you’ll need

A BS technical degree or equivalent work experience.
5 or more years of above-quota sales experience, preferably as a Regional Sales Executive/Manager selling full-stack security solutions across endpoint, identity, data, and cloud, with a background in high-tech sales and a record of outperforming the market.
Strong partner background across managed offering providers, including MSP, MSSP, MDR, XDR, outsourcers, distribution, and systems integrators, with prior experience selling to Service Providers and/or Managed Security Service Providers.
Experience managing a concentrated, named book of strategic accounts rather than a broad territory, including expanding product footprint and executing strategic business plans; comfort with fewer, deeper relationships, ideally with a track record of driving double- or triple-digit revenue growth at the partner level and exposure to platform-commit or similarly concentrated partner relationships.
Deep knowledge of current security solutions, including indirect and managed sales motions (fully managed, co-managed, single- and two-tier); CSP marketplace experience is a plus.
Strong written and verbal communication and presentation skills, with the ability to engage a variety of technical and business leaders internally and externally, including at the executive level.
Enterprise sales experience with an actionable network of MSSP decision makers.
Superb organizational and reporting skills, strong leadership skills, and the motivation of a focused self-starter who does whatever it takes to deliver above-quota performance, working both independently and collaboratively within a team, with a passion for security.
Experience growing the sales enablement function to support sales in a rapidly evolving, competitive marketplace.
Prior startup experience, plus experience working with channel partners and a strong understanding of partner-centric go-to-market approaches.
Must be authorized to work in the United States for this U.S.-based role.

Benefits

Comp & perks

Restricted Stock Units (RSUs)
Employee Stock Purchase Plan (ESPP)
Flexible time off
Paid company holidays and paid sick time
Gender-neutral parental leave
Grandparent leave
Medical, dental, and vision coverage
401(k) retirement plan with company match
Life and disability insurance
Health and dependent care FSA
Voluntary benefits (hospital, accident, critical illness)
Employee Assistance Program (EAP)
ARAG pre-paid legal
Nationwide pet insurance
Cancer Care program
Global business travel medical insurance
Home office allowance
Mobile phone reimbursement
Wellness coach
Wellness/gym reimbursement
Fertility coverage
Adoption & surrogacy reimbursement