Inside Channel Account Manager
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Job Description
Inside Channel Account Manager at SentinelOne managing partner enablement and pipeline velocity for SMB segment. Focuses on training, support, and collaboration within the partner ecosystem.
Responsibilities:
- The ICAM acts as the “air traffic controller” for our partner ecosystem, focusing on high-volume engagement and rapid response.
- Conduct virtual one-to-many training sessions and demos to rapidly increase partner readiness on SentinelOne’s core platform and emerging modules (AI SIEM, Purple AI, and Cloud Security).
- Own the "BANT" (Budget, Authority, Need, Timeline) qualification process for channel-led leads, ensuring high-quality opportunities are moved through the funnel quickly.
- Act as the primary point of contact for deal registrations and administrative inquiries, ensuring partners are protected and supported in real-time.
- Manage and grow a portfolio of mid-market and emerging partners, driving revenue through consistent digital outreach and proactive account mapping.
- Partner closely with the UC SMB sales team (consisting of 23+ sellers) to align partner capabilities with active customer opportunities.
- Collaborate with Field Marketing to launch and track remote-first campaigns that drive immediate interest and lead generation within the partner base.
Requirements:
- You have at least 2–4 years of experience in inside sales or channel management within a high-tech/SaaS environment.
- You have a foundational understanding of the cybersecurity landscape (EDR, XDR, or SOC operations).
- You are a self-starter who thrives on high activity levels, digital engagement, and using CRM tools (Salesforce) to manage a large volume of partner interactions.
- You can deliver a compelling product demo virtually and build trust with partner decision-makers without meeting them in person.
- You have a proven track record of meeting or exceeding quotas and metrics related to lead conversion and partner engagement.
- You are excited to be a 'founding member' of a new team, helping to build the playbook for how SentinelOne scales its channel presence.
Benefits:
- Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
- Unlimited PTO
- Industry leading gender-neutral parental leave
- Paid Company Holidays
- Paid Sick Time
- Employee stock purchase program
- Disability and life insurance
- Employee assistance program
- Gym membership reimbursement
- Cell phone reimbursement
- Numerous company-sponsored events including regular happy hours and team building events
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