SR. Enterprise Sales Representative - Federal - Ottawa - Canada

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 Enterprise Account Executive - covering Federal accounts, you will be tasked with building out key strategic partnerships with Value Added Resellers as well as Key Alliance partners and managed service partners to help drive 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.

What will you do?

The principal responsibilities for this position are to generate revenue from accounts across the region by following up on multiple lead sources, developing new clients, and selling directly to customers while leveraging our channel community. In this position, you will:

• Run a sophisticated sales process from prospecting to closure in collaboration across the organization.
• Partner with our channel team to drive both net-new and recurring revenue.
• Partner with channel managers to build pipeline and grow revenue for the assigned territory.
• Be an influential partner for customers within the cybersecurity industry and become an expert of SentinelOne products.
• Stay well educated and informed about SentinelOne's competitive landscape and how to sell the value of our solutions and competitive differentiation.
• Prepare and provide accurate forecasts to management on a weekly basis.
• Consistently meet or exceed sales quotas.

What skills and knowledge you should bring?

• 5+ years of previous experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment.
• 5+ years of above-quota sales experience, preferably as a Sales Executive/Manager.
• Strong communication and presentation skills, both internally and externally; ability to engage with a variety of technical and business leaders.
• Experience closing deals with an average deal size of $500k+.
• Passionate about sales, the cybersecurity industry, and technology.
• Experience in a hypergrowth environment, preferred.
• Experience building new pipeline of customers while fostering relationships with existing customers.
• Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO, and other C-Suite Officers.
• Ability to identify and articulate competitive differentiation and customer value proposition.
• Superb organizational and reporting skills; Salesforce experience preferred.
• Leadership skills that drive results - fostering an ecosystem of people including sales engineers, channel, marketing, executive sponsors, immediate management, procurement, etc. to effectively advance enterprise sales campaigns to close.
• "Whatever it takes" attitude and drive to deliver above-quota performance.
• Self-motivated, constant learner, and ability to receive feedback.
• Experience working with channel and alliance partners and a strong understanding of a channel-centric GTM approach.
• Receptive to feedback and eager to learn.
• May require extensive travel.

Who are we looking for?

• Bachelor’s degree or equivalent work experience.
• 10+ years of high-tech channel sales experience in an enterprise sales environment.
• A proven track record of driving continued partner growth and revenue.
• Deep knowledge of VAR channels with extensive relationships.
• 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 public speaking.
• Can work in a fast-paced, start-up environment.
• Strong working knowledge of the cybersecurity space.

Why us?

You will work on real-world problems and make an impact by protecting our customers from cyber threats. You will be joining a cutting-edge project 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 $142,000 — $195,500 CAD.

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.