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

ServiceNow•New York, NY

3d•Remote

About The Position

The Strategic Partner Manager owns partner activities for assigned partners and works closely with Marketing, RPMs, Services, and Sales to drive success. This newly created position supports Armis’s growth and its partnership with ServiceNow Cyber Security & Risk (Armis/Veza). The role is 100% remote, with a preference for candidates near a partner headquarters and a major airport. The manager develops joint go-to-market and business plans, coordinates with ServiceNow counterparts and regional GSI teams, maintains partner relationships and contracts, and drives partner sales, marketing, enablement, and program compliance. The role also coordinates services resources on deals, educates the field on partner engagement, supports partner demonstrations and centers of excellence, extends partner reach, and escalates sales or services issues.

Requirements

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

Responsibilities

Develop joint go-to-market and business plans for assigned partners.
Coordinate with ServiceNow counterparts and teams to align focus and effort on the appropriate GSI partners and strategic initiatives.
Conduct regular partner update meetings and quarterly business reviews with partners, Armis team members, and executives.
Ensure partner contracts are in place and up to date.
Coordinate with GSI counterparts in other regions to promote alignment and collaboration.
Use relationships to increase Armis visibility within Accenture and Deloitte.
Work with RPMs on account executive alignment, deal registration, opportunity management, close plans, and forecast management and reporting.
Align with Marketing and own and manage the overall partner marketing plan, including MDF, market-to activities, partner programs, and Armis event sponsorships.
Work with RPMs to request and manage MDF and events, and attend events where 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 appropriate managed or implementation services partners to deals and document expectations and collaboration.
Educate the field on partner value propositions and plans and how to engage and work with partners.
Coordinate with RPMs and account executives to make introductions and arrange partner meetings.
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.