Channel Business Manager, Enterprise & Federal

Channel Business Manager, Enterprise & Federal

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About Us
At Sentinel One, we’re redefining cybersecurity by pushing the limits of what’s possible—leveraging AI-powered, data‑driven innovation to stay ahead of tomorrow’s threats. From building industry‑leading products to cultivating an exceptional company culture, our core values guide everything we do. We’re looking for passionate individuals who thrive in collaborative environments and are eager to drive impact. If you’re excited about solving complex challenges in bold, innovative ways, we’d love to connect with you.

We are currently seeking a Federal Business Manager to oversee all Channel Sales aspects within an assigned territory, including the Federal sector. Success in this role relies on the ability to effectively implement and manage a cohesive channel strategy across all sales segments. Specifically for the Federal sector, the Business Manager will be responsible for creating and executing effective account development and management strategies.

The primary goal is to secure strategic revenue opportunities and create mutual value with select Federal partners. This is a critical role that reports directly to the Director of Channel Sales as a key member of the Sentinel One Channel Sales team.

• Develop business relationships with designated FSIs at all levels, across all departments, including sales, sales management, product marketing, procurement, marketing, technical support and business management
• Identify a priority list of Federal partners and execute a business plan to achieve financial and business objectives
• Work with Business Development and Federal sales organizations to outline and develop solution stacks (vertical or horizontal focus depending on FSI go to market)
• Build professional relationships with key executives within your Federal partners
• Co‑develop a strategic marketing plan that will drive Federal pipeline and bookings
• Forecast and provide channel sentiment aligned to Federal pipeline
• Execute quarterly Q ’s with our top Federal partners

• Focus on three core areas to drive growth each quarter: onboarding and enabling new partners, maturing current partner relationships, and expanding pipeline and revenue within our partners
• Create a regional partner plan to map partner strengths, measurable objectives, market focus and overall strategy
• Work closely with channel leadership to accurately forecast and provide insight into active opportunities
• Align with marketing resources to drive strategy and awareness within our partner community
• Ability to set and drive achievement associated with partner financial goals
• Drive completion of required partner certification and training aligned with the partner program
• Engage appropriate Vendor resources to move deals through the sales cycle
• Keep partners informed of product announcements/promotion plans, channel programs, and trends in the industry
• Execute quarterly vendor‑wide initiatives

• Minimum of 10 years experience with high tech security and SaaS sales required (or equivalent experience)
• Experience working with large partners required (Optiv, GuidePoint, SHI, CDW, WWT, General Dynamics, Lockheed, Northrup Grumman, Accenture, etc.)
• Knowledge of multiple go‑to‑market motions including MSSP, Resell, Influence and Cloud
• Demonstrated success in penetrating Federal partner accounts required
• Able to present moderately complex Vendor value propositions and solutions to director/executive level contacts
• General knowledge of security industry/solutions required
• Good interpersonal skills including experience in sales situations
• A proven track‑record of driving continued partner growth and revenue.
• Ability to drive influence and build effective relationships with decision makers across all levels of partner organizations
• Motivated and focused self‑starter with strong leadership skills who can multi‑task, work independently or within a team.
• Exceptional communication skills including listening, writing and…