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?
As an Account Executive, specifically State Local and Education accounts, you will be tasked with building out key strategic partnership with the Value added resellers as well as Key Alliance partners, and managed service partners to help drive 3x to 4x pipeline and ultimately closed won revenue. You will work closely with the marketing and product teams to design and implement successful Lead Generation and Go-to-Market campaigns, and drive overall sales excellence in a competitive endpoint security market.
Ideal candidates will have prior experience selling Endpoint security based products (such as malware/exploit prevention, anti-virus, whitelisting as well as advanced data loss protection products).
What will you do?
As an Account Executive focused on State, Local, and Education (SLED) accounts, you will:
- Develop Strategic Partnerships: Build and nurture relationships with Value Added Resellers (VARs), Key Alliance Partners, and Managed Service Providers (MSPs) to amplify sales efforts and drive pipeline growth by 3x to 4x.
- Drive Revenue Growth: Execute a sales strategy that converts a strong sales pipeline into closed-won revenue in a competitive endpoint security market.
- Collaborate on Lead Generation: Partner with marketing and product teams to design and implement effective Lead Generation and Go-to-Market campaigns aimed at increasing product adoption.
- Lead Cross-Functional Teams: Act as the quarterback, orchestrating the involvement of technical sales engineers, channel partners, marketing, and executive sponsors to progress and close enterprise sales campaigns.
- Leverage Your Expertise: Utilize your deep knowledge of endpoint security solutions, including malware prevention, antivirus, and data loss protection, to address customer challenges and position SentinelOne's solutions as the best fit.
- Engage SLED Accounts: Work closely with state and local government, as well as educational institutions, to understand their specific security needs and procurement processes, ensuring the successful adoption of SentinelOne's endpoint security solutions.
- Ensure Sales Excellence: Demonstrate leadership and sales acumen by consistently exceeding quota, managing complex sales cycles, and maintaining a high level of organizational discipline in a fast-paced environment.
What skills and knowledge you should bring?
- BS technical degree or equivalent
- Selling to SLED accounts with experience in contracts and procurement vehicles
- 5+ years of above-quota sales experience, preferably as a Regional Sales Executive/Manager selling endpoint security solutions
- Deep knowledge of current security solutions
- Strong communication (written and verbal) and presentation skills, both internally and externally. Ability to engage with a variety of technical and business leaders.
- Enterprise sales experience with an actionable Rolodex of decision makers
- Superb organizational and reporting skills
- Experience with growing the sales enablement function to support sales in a rapidly evolving and competitive marketplace
- Leadership skills that drive results - Quarterbacking an eco system of people including SE, channel, marketing, executive sponsors, immediate management, among others to effectively advance enterprise sales campaigns to close
- "Whatever it takes" attitude and motivation to deliver above-quota performance
- Prior startup experience
- Experience working with channel and alliance partners and a strong understanding of a channel-centric GTM approaches
- Experience selling enterprise software into Government (State and Local), and Education accounts
- Smart, funny, technical, passionate about security!
Why us?
You will work on real-world problems and make an impact by protecting our customers from cyber threats. You will join a cutting-edge business and will be able to influence the architecture, design, and structure of our core platform. You will tackle extraordinary challenges and work with the very BEST in the industry.
- Medical, Vision, Dental, 401(k), Commuter, and Dependent FSA
- Unlimited PTO
- Paid Company Assigned Holidays
- Paid Sick Time
- Gym membership reimbursement
- Cell phone reimbursement
- Numerous company-sponsored events including regular happy hours and team building events
This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions.
Base Salary Range
$124,000—$170,500 USD
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.
Top Skills
What We Do
SentinelOne is a leading AI-powered cybersecurity platform. Built on the first unified Data Lake, SentinelOne empowers the world to run securely by creating intelligent, data-driven systems that think for themselves, stay ahead of complexity and risk, and evolve on their own. Leading organizations—including Fortune 10, Fortune 500, and Global 2000 companies, as well as prominent governments— trust SentinelOne to Secure Tomorrow™
SentinelOne has been named a leader for three consecutive years in the Gartner Magic Quadrant for Endpoint protection. For the fourth consecutive year, we achieved leadership in the MITRE Engenuity ATT&CK Evaluations, achieving 100% detection and protection with zero delays and configuration changes. SentinelOne also has a 4.8 out of 5 star approval rating for Gartner Peer Insights. Everyday we ask, “How can we better serve the people we protect?” And then we do it.
Our people are the magic of SentinelOne! Our Sentinels are what make our environment unique, and they are the reason why we work so hard to make SentinelOne a great place to work. We remain relentlessly committed to strengthening our culture using our core values as our North Star. There are six – Trust, Accountability, OneSentinel, Relentlessness, Ingenuity and Community.
At SentinelOne, we are committed to fostering an inclusive environment where everyone, regardless of experience, function, level, or background can reach their highest potential and do their life’s best work. Our backgrounds and experiences are as diverse as they are colorful. Our advantage comes from designing with the intent to protect everyone, everywhere, knowing that inclusion transforms the customer experience. With contributions from people of all perspectives, we are able to solve the most complex problems facing our industry.
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