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

ServiceNow•New York, NY

1d•Remote

About The Position

The Strategic Partner Manager is responsible for partner activities for assigned global system integrator (GSI) partners, specifically Infosys, HCL, and TCS. The role works closely with Marketing, RPMs, Services, and Sales to develop partner-driven business and support company growth. It is a newly created role following a record year of growth. Armis is also a partner of ServiceNow Cyber Security & Risk (Armis/Veza). This position is 100% remote, with a desired location near a partner headquarters and a major airport. The manager develops partner go-to-market and business plans, coordinates with ServiceNow counterparts, leads partner sales, marketing, enablement, and program activity, and collaborates with teams and partners to drive deals. The role also supports field education, partner services alignment, and escalation of sales or services issues.

Requirements

At least 8 years of prior channel sales experience.
Understanding of and executive relationships with Infosys, HCL, and TCS.
Previous experience designing partner business, channel sales, and marketing plans.
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, asset discovery, and management solutions.
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 focus efforts on the appropriate GSI partners and strategic initiatives.
Conduct regular partner update meetings and quarterly business reviews with partner representatives, Armis 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 in the assigned region.
Use relationships to increase Armis visibility within Infosys, HCL, and TCS.
Work with RPMs to coordinate account executive alignment, deal registration, opportunity management, close plans, and forecast management and reporting.
Align partner and Armis marketing teams; own and manage the overall 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 when appropriate.
Schedule and conduct partner enablement sessions, drive completion of required online courses, and educate partners on the partner-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-services or implementation-services partner to each deal and document expectations and collaboration.
Educate the field on the partner value proposition and plan, including 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 in collaboration with other technology, distribution, or CSP partners.
Serve as the escalation point for sales or services issues.