Principal Account Executive (Commercial, West)

Join SentinelOne as a Principal Account Executive, where you will own our largest and most strategic accounts in the commercial segment. You will be responsible for managing full sales cycles, building and executing territory plans, and working directly with executive-level prospects and customers. You will also coach and raise the level of your peers, stay current on cybersecurity threats, and represent SentinelOne at industry events.

• Gérer l'ensemble des cycles de vente sur un territoire géographique défini, en mettant l'accent sur l'acquisition de nouveaux clients et l'expansion de la plateforme dans les comptes existants.
• Établir et exécuter un plan de territoire qui évolue au cours de l'année et qui dirige votre activité et votre concentration.
• Travailler directement avec les prospects et les clients à un niveau exécutif, en tenant une stature commerciale égale avec les décideurs de niveau C.

• Forecast to within 5% of your initial call, with an accurate weekly commit, key deals broken out in Clari by quarter and month, and no hidden deals
• Build and present your own decks and pricing, internally, to prospects, and at events
• Work directly with prospects and customers at the executive level, holding equal business stature with C-level buyers
• Build and execute a territory plan that evolves through the year and drives where your activity and focus go, with an emphasis on net-new logo acquisition and platform expansion in existing accounts
• Represent SentinelOne at industry events, conferences, partner offices, and field marketing in your region
• Own full sales cycles across a geographically defined territory: prospecting, qualifying, presenting, negotiating, and closing
• Develop and use deep partner relationships to build pipeline and shorten cycles
• Stay current on cybersecurity threats, competitor positioning, and the SentinelOne platform
• Run the extended account team. Pull in Sales Engineering, Channel, Customer Success, overlays, and leadership at the right moment rather than at the last minute
• Coach and raise the level of your peers within the bounds of an individual contributor role. You are the role model on the team