Sr Dir, Partner Success

ServiceNow•New York, NY

6h•$197,220 - $325,440

About The Position

As Senior Director, Partner Success, you will own Armis’ strategy for helping channel and services partners implement the Armis platform, build service offerings, and deliver measurable outcomes for shared customers. You will lead and develop the Partner Success team and build executive relationships with global systems integrators (GSIs), value-added resellers (VARs), managed security service providers (MSSPs), and other service providers. You will work with Channel Sales, Customer Success, Product, Marketing, and Enablement to improve partner delivery, strengthen the partner experience, and grow joint business. You will set clear expectations for partner readiness and performance, use data to guide where Armis invests in its partners, and serve as the executive escalation point for critical partner and customer issues.

Requirements

10+ years of experience in enterprise software or SaaS, including 8+ years in partner success, partner development, or channel management with GSIs, MSSPs, VARs, or comparable strategic partners.
5+ years of people management experience, with a track record of building, leading, and developing teams that support strategic partners. Leadership experience may overlap with the partner experience above.
Track record of building executive relationships, influencing cross-functional decisions, and translating partner strategy into measurable customer and commercial outcomes.
Experience with joint business planning, co-selling, and partner pipeline forecasting in Salesforce.
Strong communication, negotiation, and analytical skills, including the ability to present performance insights and recommendations to senior leaders.
Bachelor’s degree in business, marketing, a technical discipline, or a related field.

Nice To Haves

Experience in cybersecurity or with partners that deliver managed security or implementation services.
Hands-on experience using AI tools to analyze partner performance, summarize partner and customer feedback, prepare business reviews, or streamline enablement workflows; ability to validate AI-generated outputs and handle customer and partner data appropriately.
MBA or other relevant advanced degree.

Responsibilities

Set Partner Success strategy, operating priorities, and performance goals aligned with channel and customer success objectives.
Develop and maintain partner technical resources, including solution guides, architecture reference materials, hands-on labs, and certification pathways.
Build, lead, and develop the Partner Success team; define account ownership, coach team members, and allocate resources based on partner potential and customer needs.
Build executive relationships with strategic partners and lead quarterly business reviews that convert performance insights into decisions and follow-through.
Establish standards for partner onboarding, technical training, certifications, and implementation readiness, working with Enablement and technical teams to help partners meet them.
Track partner capabilities, certifications, service offerings, and delivery performance; use insights to address gaps and help partners develop services that meet customer needs.
Run structured partner assessments covering technical capability, certification status, delivery track record, and customer feedback; use results to set partner tiers and development plans.
Define quality validation checkpoints for partner-led deployments, including solution design reviews, implementation sign-off, and post-go-live health checks; escalate recurring gaps.
Partner with Customer Success and Support to improve handoffs, implementation quality, platform adoption, and customer satisfaction across partner-led engagements.
Own executive escalations for critical partner delivery issues and coordinate resolution across Armis and partner teams.
Develop joint business plans with strategic partners defining shared objectives, target customers, growth opportunities, and success measures.
Partner with Channel Sales and account teams on co-selling, customer acquisition, and expansion; use Salesforce to review partner pipeline and forecasts and identify opportunities for team support.
Work with Marketing and Product on partner communications, joint positioning, and go-to-market initiatives; bring partner and customer feedback into product and program planning.