Strategic Partner Manager – GSI – Infosys, HCL, TCS (Armis/Veza)

ServiceNow • New York, NY

10h • $140,040 - $200,000 • Remote

About The Position

The Strategic Partner Manager is responsible for all partner activities for assigned partners and works closely with Marketing, RPMs, Services, and Sales to drive success. This newly created role supports the company’s expansion and its partnership with ServiceNow Cyber Security & Risk (Armis/Veza). The position is 100% remote, with a desired location near partner headquarters and a major airport.

The role develops joint go-to-market and business plans, coordinates with ServiceNow counterparts and teams, and manages partner relationships, sales, marketing, enablement, and program compliance. It also aligns partner and regional teams, supports deal execution and forecasting, ensures services partners are appropriately assigned, and serves as an escalation point for sales and services issues.

Requirements

• At least 8 years of prior channel sales experience.
• Experience designing partner business and channel sales and marketing plans.
• Understanding of, and executive relationships with, Deloitte and Accenture.
• Excellent communication and presentation skills.
• Self-motivated and independent, with an understanding of the cybersecurity space and experience working remotely.
• Ability to sell complex solutions with services, including endpoint, XDR/EDR, and asset discovery and management.
• Proven quota achievement and demonstrated career stability.

Nice To Haves

• Creative, collaborative, and determined approach to partner sales.

Responsibilities

• Develop joint go-to-market and business plans for assigned partners.
• Coordinate with ServiceNow counterparts and teams to focus on the right GSI partners and strategic initiatives.
• Conduct regular partner update meetings and quarterly business reviews with partner representatives and appropriate company team members and executives.
• Ensure partner contracts are in place and up to date.
• Coordinate with GSI counterparts in other regions to ensure alignment and collaboration.
• Assist with reactive management of non-strategic GSI partners within the assigned region.
• Use relationships to increase company visibility within Accenture and Deloitte.
• Work with RPMs on account executive alignment, deal registration, opportunity management, close plans, and forecast management and reporting.
• Align partner and company marketing teams; own and manage the overall marketing plan, including MDF, market-to activities, partner program participation, and event sponsorships.
• Work with RPMs to request and manage MDF and events, and attend events as appropriate.
• Schedule and conduct partner enablement sessions, drive completion of required online courses, and educate partners on their specific value proposition and go-to-market approach.
• Manage all components of the partner program and ensure compliance.
• Engage strategic, distribution, and CSP partners and coordinate with Strategic Partner Managers to drive regional deals.
• Work with Services teams and account executives to assign an appropriate managed or implementation services partner to each deal and document agreed expectations and collaboration.
• Educate the field on partner value propositions and plans, including how to engage and work with partners.
• Coordinate introductions and meetings between partners, RPMs, and account executives.
• Work with partner sales engineers to establish and use demo environments and centers of excellence.
• Extend partner reach through collaboration with technology, distribution, and CSP partners.
• Serve as the escalation point for sales and services issues.

Benefits

• Health plans, including flexible spending accounts.
• 401(k) plan with company match.
• Employee stock purchase plan (ESPP).
• Matching donations.
• Flexible time away plan.
• Family leave programs.
• Equity, when applicable.
• Variable/incentive compensation; sales positions generally offer an on-target earnings incentive compensation structure.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed