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

ServiceNow•New York, NY

3d•Remote

About The Position

The Strategic Partner Manager is responsible for partner activities across assigned partners and works closely with Marketing, RPMs, Services, and Sales. The role supports Armis as a ServiceNow Cyber Security & Risk partner, including Armis and Veza offerings. It is fully remote, with a desired location near partner headquarters and a major airport. The manager develops and executes partner go-to-market and business plans, coordinates with ServiceNow teams and regional partners, and drives partner sales, marketing, enablement, and program compliance. The position also collaborates with services teams, account executives, partner engineers, and other technology, distribution, and CSP partners to advance opportunities and resolve sales or services issues.

Requirements

At least 8 years of channel sales experience.
Executive relationships with Deloitte and Accenture.
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 remotely.
Ability to sell complex solutions with services, including endpoint, XDR/EDR, and asset discovery and 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 on GSI partners and strategic initiatives.
Conduct regular partner update meetings and quarterly business reviews with partner and Armis stakeholders 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 GSIs within the assigned region.
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 partner and internal marketing teams and own 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 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 and account executives to ensure an appropriate managed or implementation services partner is assigned to each deal and that expectations and collaboration are agreed upon and documented.
Educate the field on partner value propositions and plans and how to engage and work with partners.
Coordinate introductions and meetings between partners and RPMs or account executives.
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 an escalation point for sales and services issues.