Senior Solution Engineer – EMEA Distribution

Overview

What are we looking for?

The 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?

• 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.
• 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.
• 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.
• 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.
• 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 optimising Partner technical relationship management, particularly the Distribution GTM
• Minimum 4 years pre-sales working expertise on one of the following technical topics:
  • Cloud computing (private, public, hybrid) , Endpoint Protection / EDR, OT-IoT, Security Operations, IR, Mobile Security
• Experience working with market leading Partners.
• 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.

Tagged as: 3-5 Years