Copy of Dir, Alliances & Channels Ecosystem (Armis/Veza)

ServiceNow•Boston, MA

4d•$115,000 - $215,000•Hybrid

About The Position

The Director - Strategic Partners will manage the Strategy, Partners, and team that handles our most Strategic Partners, including our GSI’s, CSP and Technology Partners. This role is crucial for developing the overall strategy and identifying target partners within the GSI, CSP, and Technology partner ecosystem. The individual will serve as an Executive Sponsor for these partners and act as an escalation point. A key responsibility is to recruit and manage a sales-oriented team to achieve set KPIs and Targets. Collaboration with Sales and Service Leadership is essential to ensure partners are working successfully and are fully engaged. The role involves building business plans, measuring performance regularly across all partner types, and participating in Partner QBRs to drive performance and adjust execution as needed. Reporting to the Partner Team and Executive Team on company priorities, status, and QBRs is also a core function. The Director will engage with Enablement and Partner SE teams to ensure proper tools and delivery mechanisms are in place for partner execution, assist RPMs with strategic partner engagement, and work with Partner Marketing teams to build and execute plans, including events and performance tracking. Close collaboration with ServiceNow counterparts and teams is necessary 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.