Director of Channels and Alliances
- SentinelOne
- 10 - 14 years
- Kolkata
- 9 months ago
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Job Description
What are we looking for?
Reporting to the VP of Channels & Alliances, APJ, the Director of Channels and Alliances, India is a seasoned leader responsible for driving the indirect go-to-market strategy, partner programs, operations, and sales revenue across India. This role will lead Indias Value-Added Reseller and Distribution ecosystem while expanding to include partner Routes to Market, such as Cloud Service Providers, GSI/SI, MSPs/MSSPs, and Technology Alliances Partners. The Senior Director will align the India RTM strategy with SentinelOnes overall GTM sales strategies and segments.
What will you do?
Reporting to the VP of Channels & Alliances, APJ, the Director of Channels and Alliances, India is a seasoned leader responsible for driving the indirect go-to-market strategy, partner programs, operations, and sales revenue across India. This role will lead Indias Value-Added Reseller and Distribution ecosystem while expanding to include partner Routes to Market, such as Cloud Service Providers, GSI/SI, MSPs/MSSPs, and Technology Alliances Partners. The Senior Director will align the India RTM strategy with SentinelOnes overall GTM sales strategies and segments.
This leader will develop and execute programs that enhance the value and impact of the partner ecosystem. They will collaborate with cross-functional teams, including Sales, Marketing, Services, and Partner Training/Enablement, to help build a fully integrated partner strategy for the Indian market. This high-impact role carries a quota and is crucial to the company s success in India.
The ideal candidate is a strategic thinker who combines deep industry experience with the ability to adapt to emerging trends and new market dynamics.
What will you do?
- Develop and execute the channel strategy for India, evolving to support a broader Partner Ecosystem.
- Implement a structured business planning process and operational framework for partners, aligning closely with SentinelOne s geographic and market growth objectives.
- Lead and develop a team of 3 Channel Business Managers
- Drive a cohesive GTM strategy with the Channel Ecosystem, collaborating with Cloud Service Providers and Technology Alliances.
- Establish credibility within the industry and among partners and key stakeholders.
- Work closely with field leadership teams to develop scalable partnerships that drive customer value, unlock incremental revenue opportunities, and support sales pursuits.
- Provide strategic guidance to corporate and regional leadership on executing partner-driven growth strategies.
- Deliver competitive intelligence to support strategic analysis and the positioning of SentinelOne s offerings.
- Build a metrics-driven organization, leveraging reporting, dashboards, and tracking tools to gain actionable insights on performance and growth opportunities.
- Proven track record as a Director, Channel Sales, or equivalent leadership role in the tech industry, with a minimum of 10 years of experience.
- Demonstrated ability to lead and scale partner organizations with revenue contributions exceeding $500M+ and to grow partner teams in high-growth regions.
- Strong background in SaaS and recurring revenue models, with an understanding of key business drivers.
- Experience selling complex, technical security solutions; expertise in Cloud and Data is a plus.
- Direct Sales and/or Sales Leadership experience is beneficial.
- A leadership style that reflects SentinelOne s core values: Trust, Accountability, Collaboration, Relentlessness, Ingenuity, and Community.
- A bachelor s degree is required; an MBA or advanced degree is preferred.
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Sales & Business DevelopmentRole Category: Retail & B2C SalesRole: Sales Head (B2C)Employement Type: Full timeContact Details:
Company: SentinelOneLocation(s): Kolkata+ View Contact
Keyskills: Direct sales Health insurance Channel sales Cloud Business planning Competitive intelligence WiFi channel business Operations Team building
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