Senior Solution Engineer - EMEA Distribution

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?

Senior Solutions Engineer - EMEA Distribution, is responsible for developing and managing relationships with the SentinelOne Distributors, and other strategic partners. This role involves creating and executing sales strategies, providing technical knowledge transfer, achieving sales targets, and ensuring the highest level of partner satisfaction.

What will you do?

Assist the EMEA Distributor channel in identifying, recruiting, and onboarding new partners. Maintain strong relationships with existing Distributors to drive sales growth and partner satisfaction. Develop and implement effective sales strategies to achieve revenue targets. Work closely with marketing and product teams to align strategies and campaigns. Provide training and support to partners on product knowledge, sales techniques, and marketing strategies. Ensure partners are equipped with the necessary tools and resources to succeed. Monitor and analyze the performance of partners from a technical perspective. Prepare reports on technical certification, performance, market trends, and partner activities across technical knowledge areas. Work with the team to identify and qualify partnership opportunities, identify key partner technical objections, and competition, and develop strategies to resolve technical blockers. Plan and create go-to-market initiatives and offerings with SentinelOne partners and internal teams to scale the channel and CSP business. Develop and execute technical training plans for partners. Own the technical relationship with SentinelOne’s Distributors, including proof-of-value work and coordinating additional technical resources. Deliver demos and work hands-on with partners to demonstrate SentinelOne’s value in the partner’s environment or solutions. Recommend security best practices, cloud architecture, platforms and application infrastructure required to successfully implement a complete cloud security solution based on SentinelOne. Bring constructive feedback from partners to product management to improve the SentinelOne solution. Be motivated by partner success and growing partner relationships. Foster relationships across various partner types and align them with internal SentinelOne sales engineers Identify new market opportunities and work with partners to expand our joint market presence. Collaborate with internal teams, including sales, marketing, product development, and customer support, to ensure seamless partner experiences and address any issues promptly. Work closely with the sales team to bridge both sales and technical resources across unified sales teams. Develop and maintain strong relationships with partner technical resources, customers, understanding their business requirements and ensuring they receive optimal solutions, training and support. Gather and analyze customer feedback to continually improve the sales engineering strategy and service offerings. Maintain and grow the SentinelOne culture across the Partner community. Develop and implement a comprehensive Partner technical enablement strategy. Collaborate with executive Partner leadership and technical stakeholders to define and execute sales strategies, ensuring technical alignment. Assist with technical presentations, demonstrations, and proof-of-concepts to customers and prospects in concert with Partner technical stakeholders. Provide expert technical guidance and support throughout the sales cycle, addressing customer requirements and objections in concert with the Partner technical team. Cultivate strong relationships with key stakeholders, acting as a trusted advisor and technical liaison. Work closely with sales, marketing, and product teams to gather Partner feedback and insights, driving product enhancements and innovation. Implement best practices, processes, and tools to streamline sales engineering activities and improve efficiency with the Partner community. Monitor and analyze key performance metrics, providing regular reports and insights to senior management focused on enablement and training. Participate in Partner industry events, conferences, and forums to represent SentinelOne and stay informed of industry trends.

What skills and knowledge should you bring?

Proven track record in sales engineering and Partner relationship management. Deep understanding of enterprise security platforms, cloud environments, and surrounding software landscapes e.g., endpoint protection, cloud, data, identity protection, machine learning and Artificial Intelligence, etc. Strong leadership skills. Background in information security, enterprise architectures, and cloud service providers (CSPs), big data platforms, and cybersecurity surface protection best practices Experience working with market leading Partners. Proven track record of working with technical cross functional teams including but not limited to Customer Success, Product Management, and Engineering. Bachelor’s degree in Computer Science, Engineering, Business, or a related field; MBA or advanced degree preferred. 6+ years of experience in sales engineering and working with security Partners. Proven success in leading global sales engineering teams, with a track record of achieving and exceeding revenue targets. Strong technical acumen and understanding of enterprise software solutions, cloud technologies, and IT infrastructure. Exceptional communication and presentation skills, with the ability to articulate complex technical concepts to diverse audiences. Strategic thinker with strong analytical skills and the ability to make data-driven decisions. Willingness to travel as required.

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.