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Cloud Alliances Director



United Kingdom
Posted on Tuesday, May 14, 2024

About Us:

SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, and responds to threats in real-time. Singularity XDR ingests data and leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle.

We are a values-driven team where names are known, results are rewarded, and friendships are formed. Trust, accountability, relentlessness, ingenuity, and OneSentinel define the pillars of our collaborative and unified global culture. We're looking for people that will drive team success and collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!

What are we looking for?

At SentinelOne, our Global Partner Ecosystem is the backbone of our indirect go-to-market strategy, driving execution and bookings on a global scale. With over 6,500 partners worldwide, our partner program is designed to deliver exceptional outcomes and exceed customer expectations.

We're seeking an EMEA CSP Alliances Director to spearhead the development and execution of our co-market and co-sell strategies with Cloud Service Providers (CSPs) across Europe, the Middle East, and Africa. Reporting to the AVP of Global Cloud Service Providers, this role offers a unique opportunity to shape our partnerships and drive growth in a dynamic market.

The ideal candidate will excel in relationship-building and strategy execution, consistently surpassing performance goals. They will operate within a global-to-local model, ensuring alignment between our global strategy and regional execution. Success in this role hinges on collaboration with partners, sales, and pre-sales leadership, as well as cross-functional teams to align objectives and drive mutual success.

What will you do?

  • Develop and execute SentinelOne’s EMEA strategy with the CSPs, inclusive of co-market and co-sell
  • Build & nurture meaningful relationships with EMEA CSP stakeholders
  • Develop an EMEA strategic approach - who, why, what, and how with each of our existing relationships
  • Develop and implement joint partner business plans for AWS EMEA
  • Manage CSP key growth levers in EMEA to maintain cadence and expectations of investment outcomes, initiatives (growth and transformation), and performance
  • Lead regular business performance/relationship reviews with EMEA local management and the Cloud Service Provider Leadership
  • Promote joint sales activities and cloud marketplace deals, including field-level account mappings, and deal closure with the sales teams
  • Seek opportunities for the 'Power of 3/4/5' that combine SentinelOne, AWS, and Channel/MSSP/SI/Tech Alliance partners
  • Provide input for evolving SentinelOne’s operational effectiveness through CSP Marketplaces
  • Collaborate with the alliances' team to define high-level program goals, and “sales plays” and translate them into roadmaps/key performance indicators and adjust as needed from the data
  • Lead with purpose and collaboration as a major stakeholder within the global CSP Alliance team and the SentinelOne EMEA Sales Leadership team

What skills and knowledge should you bring?

  • You are strategic, and resilient, you excel at engaging with people
  • You are a natural self-starter with at least 15 years of partner/alliances/sales experience
  • Significant experience and demonstrated success building and leading GTM in EMEA with large, global cloud providers (AWS, GCP, Oracle). Deep experience with AWS is a must
  • Significant experience in a revenue-facing role, with responsibility for achieving a bookings target
  • Deep existing relationships with the partner, sales, marketing, and executives within cloud service providers in EMEA
  • Experience accelerating, maturing, and expanding existing partnerships and building and operating in European markets
  • Demonstrated operational experience managing partner co-sell and influence pipelines
  • A conscious leadership style focused on a win-together mentality
  • Have the ability to set ambitious goals & the vision to navigate them to fruition
  • Experience writing effective strategy presentations & documentation
  • You thrive in fostering open discussion and teamwork
  • You work hard and smart, constantly seek opportunities to streamline, and automate processes
  • Process-oriented and will document and adjust as needed
  • Deep understanding of technology trends and ability to drive positive change from a broad industry perspective via the latest technology solutions in Cloud, Security, Big Data, Analytics, Artificial Intelligence, DevOps, Agile, Automation, and more
  • You will own your franchise
  • Growth mindset and positive attitude even during the roughest challenges
  • Technical/pre-sales background is a plus

SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

SentinelOne participates in the E-Verify Program for all U.S. based roles.