Strategic Partner Manager – GSI –KPMG, DXC (Armis/Veza)

ServiceNow•New York, NY

10h•$140,040 - $200,000•Remote

About The Position

ServiceNow is hiring a Strategic Partner Manager for its Armis/Veza cybersecurity business. The position manages partner activities for assigned partners and works closely with Marketing, regional partner managers (RPMs), Services, Sales, ServiceNow counterparts, and partner teams. It is a newly created role following business expansion. The position is 100% remote, with a preference for someone located near a partner headquarters and a major airport. The manager develops and executes joint go-to-market and business plans, coordinates strategic initiatives with ServiceNow and partner teams, manages partner programs and contracts, and supports partner sales, marketing, enablement, and services alignment. The role also builds partner visibility and reach, supports regional collaboration, and serves as an escalation point for sales and services issues.

Requirements

At least 8 years of 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 able to work independently.
Understanding of the cybersecurity space and experience working in a remote environment.
Ability to sell complex solutions with services, including endpoint, XDR/EDR, and asset discovery and management.
Proven 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 focus on the appropriate GSI partners and strategic initiatives.
Conduct regular partner update meetings and quarterly business reviews with partner representatives and appropriate Armis team members and executives.
Ensure partner contracts are in place and up to date.
Coordinate with GSI counterparts in other regions to support alignment and collaboration.
Assist with reactive management of non-strategic GSIs within the assigned region.
Use relationships to increase Armis visibility within Accenture and Deloitte.
Work with regional partner managers to align account executives, manage deal registration and opportunities, develop close plans, and manage and report forecasts.
Align partner marketing teams and own the overall marketing plan, including market development funds, partner programs, and Armis event sponsorships.
Work with regional partner managers to request and manage market development funds 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 cloud service provider 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 expectations and collaboration.
Educate the field on partner value propositions and plans, including how best to engage and work with partners.
Work with regional partner managers and account executives to make introductions and schedule partner meetings.
Work with partner sales engineers to establish and use demo environments and centers of excellence.
Extend partner reach in collaboration with other technology, distribution, or cloud service provider partners.
Serve as the escalation point for sales and services issues.