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

ServiceNow•New York, NY

2d•Remote

About The Position

ServiceNow is hiring a Strategic Partner Manager to lead partner activities for assigned global systems integrators, specifically KPMG and DXC, in connection with Armis and Veza. This newly created role supports the expansion of ServiceNow Cyber Security & Risk partnerships and works closely with Marketing, regional partner managers, Services, Sales, and ServiceNow counterparts. The position is 100% remote, with a preference for candidates located near a partner headquarters and a major airport. The manager will develop joint go-to-market and business plans, coordinate partner sales and marketing, enable partner teams, manage partner program compliance, and support collaboration across regions and partner types. The role also helps align partners to opportunities, services, events, and strategic initiatives, and serves as an escalation point for sales and services issues.

Requirements

At least 8 years of channel sales experience.
Experience and executive relationships with KPMG and DXC.
Previous experience designing partner business plans and 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, and asset discovery and management solutions.
Proven track 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 on the appropriate GSI partners and strategic initiatives.
Hold regular partner update meetings and quarterly business reviews with partners and relevant Armis team members and executives.
Ensure partner contracts are in place and up to date.
Coordinate with GSI counterparts in other regions to maintain alignment and collaboration.
Assist with reactive management of non-strategic GSIs within the assigned region.
Use relationships to increase Armis visibility within KPMG and DXC.
Coordinate with regional partner managers on account executive alignment, deal registration, opportunity management, close plans, and forecast management and reporting.
Align marketing teams and own and manage the overall partner marketing plan, including MDF, market-to activities, partner programs, and Armis event sponsorships.
Work with regional partner managers 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 align with Strategic Partner Managers to drive deals within the region.
Coordinate 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 on effective partner engagement.
Work with regional partner managers and account executives to arrange introductions and meetings with partners.
Coordinate with partner sales engineers to establish and use demo environments and centers of excellence.
Extend partner reach through collaboration with other technology, distribution, or CSP partners.
Serve as the escalation point for sales or services issues.