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

ServiceNow • Chicago, IL

10h • $140,040 - $200,000 • Remote

About The Position

ServiceNow is hiring a Strategic Partner Manager to lead partner activities for assigned partners, working closely with Marketing, RPMs, Services, and Sales. This newly created role supports the expansion of Armis as a partner of ServiceNow Cyber Security & Risk, including Armis and Veza. The position is 100% remote, with a desired location near a partner headquarters and a major airport.

The manager will develop joint go-to-market and business plans, coordinate with ServiceNow teams and global systems integrator (GSI) counterparts, and manage partner sales, marketing, enablement, and program activities. The role also supports regional partner alignment, deal execution, partner services, field education, and escalation of sales or services issues.

Requirements

• At least 8 years of channel sales experience.
• Executive relationships with Deloitte and Accenture, and understanding of those organizations.
• Experience designing partner business or 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 quota achievement and demonstrated career stability.

Nice To Haves

• Creative, collaborative, and determined approach to partner sales.

Responsibilities

• Develop joint go-to-market and business plans for assigned partners.
• Coordinate with ServiceNow counterparts and teams to focus on appropriate GSI partners and strategic initiatives.
• Conduct regular partner update meetings and quarterly business reviews with relevant 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 GSI partners within the assigned region.
• Use relationships to increase Armis visibility within Accenture and Deloitte.
• Work with RPMs on partner sales, including AE alignment, deal registration, opportunity management, close plans, and forecast management and reporting.
• Align partner and internal Marketing teams; own and manage the overall marketing plan, including MDF, market-to activities, partner program participation, 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 AEs 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 to engage and work with partners.
• Coordinate introductions and meetings between partners, RPMs, and AEs.
• Work with partner SEs 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.

Benefits

• Health plans, including flexible spending accounts.
• 401(k) plan with company match.
• Employee stock purchase plan (ESPP).
• Matching donations.
• Flexible time away plan.
• Family leave programs.
• Equity when applicable.
• Variable/incentive compensation; sales positions generally have an on-target earnings incentive structure.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed