Dir, Alliances & Channels Ecosystem (Armis/Veza)

ServiceNow•New York, NY

4d•Hybrid

About The Position

The Director - Strategic Partners will manage the Strategy, Partners, and team that handles the most Strategic Partners, including GSIs, CSPs, and Technology Partners. This role involves developing the overall strategy and identifying target partners within this ecosystem. The Director will serve as an Executive Sponsor for these partners and act as an escalation point. They will be responsible for recruiting and managing a sales-oriented team to achieve set KPIs and targets, collaborating with Sales and Service Leadership to ensure partner success and engagement, and building and regularly measuring business plans across all partner types. The role also includes participating in Partner QBRs, driving performance, and reporting back to the Partner Team. Collaboration with the Executive Team to align with company priorities, reporting status, and performing QBRs is essential. The Director will engage with Enablement and Partner SE teams to ensure proper tools and execution with partners, assist RPMs with strategic partner engagement, and work with Partner Marketing teams to build plans, ensure event execution, and track performance. Close collaboration with ServiceNow counterparts and teams is required to ensure coordinated efforts and focus on the right partners.

Requirements

Minimum of 10 years working at Cyber Security vendor and with their Partners.
Minimum 4 years managing a team focused on GSI, CSP and Security Technology Partners.
Must have relationships and knowledge of our Partners including: Accenture, Deloitte, KPMG, AWS, Google and Cyber Security vendors.
Strong technical understanding of Cyber landscape, vendors and how Armis fits into this.
Excellent leadership and presentation skills.
Understanding and experience working in a complex, high growth, matrixed organization.
Sales acumen and full knowledge of sales cycles and how Partners interact in each stage.

Responsibilities

Develop the overall strategy and target Partners for our GSI, CSP and Technology partners ecosystem.
Serve as Executive Sponsor for these Partners, as well as escalation point.
Recruit and manage a sales-oriented team in order to achieve set KPI and Targets.
Collaborate with Sales and Service Leadership to ensure Partners are working successfully and fully engaged.
Build business plans and measure regularly across all Partner Types.
Participate in Partner QBRs and drive performance and tweak execution where required and report back to entire Partner Team.
Work with Executive Team to align with company priorities and report status and perform QBR’s.
Engage with Enablement and Partner SE teams to ensure proper tools are in place and delivery and execution is working with Partners.
Help RPM’s with engagement of Strategic Partners.
Work with our Partner Marketing teams to build plans and ensure proper execution of events and track performance on any spend / activity.
Work closely with ServiceNow counterparts and teams to ensure coordinate effort and focus on right Partners.