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Salary: USD 140,040 - 200,000 / annual
ServiceNow is seeking a Strategic Partner Manager to lead all partner activities for assigned Global System Integrators (GSIs), specifically Infosys, HCL, and TCS, as part of the Armis/Veza partnership within ServiceNow's Cyber Security & Risk division. This is a newly created role created due to expansion following record-breaking growth.
You will be the primary point of contact for partner success, working cross-functionally with Marketing, Regional Partner Managers (RPMs), Services, and Sales teams. Your responsibilities include developing joint go-to-market and business plans, conducting regular business reviews and updates with partners and executives, managing contracts, and ensuring alignment across regions.
Key responsibilities span multiple domains:
**Sales & Opportunity Management:** Partner with RPMs and Account Executives to ensure alignment, manage deal registration and opportunity tracking, develop close plans, and manage forecast reporting. Serve as an escalation point for sales and services issues.
**Marketing & Programs:** Own and manage the overall marketing plan including Marketing Development Funds (MDF), market-to activities, partner program participation, and event sponsorships. Request and manage MDF allocations and attend events as appropriate.
**Enablement & Education:** Schedule and conduct partner enablement sessions, drive completion of required online training, educate partners on Armis value propositions and go-to-market strategies, and educate the field on how to best engage with partners.
**Relationship & Strategic Management:** Utilize relationships to drive visibility within Accenture and Deloitte. Engage with strategic, distribution, and CSP partners to ensure regional alignment. Work with Services teams and AEs to assign appropriate managed or implementation services partners to deals. Collaborate with partner SEs to establish demo environments and Centers of Excellence.
**Requirements:**
- Minimum 8+ years of channel sales experience (required)
- Experienced partner sales professional with demonstrated creativity, collaboration, and determination to win
- Executive-level relationships with Deloitte and Accenture
- Previous experience designing partner business plans and channel sales/marketing strategies
- Excellent communication and presentation skills
- Self-motivated, independent thinker with understanding of the cybersecurity space
- Experience working in remote environments
- Ability to sell complex solutions with services (endpoint, XDR/EDR, asset discovery and management)
- Proven track record of quota achievement and demonstrated career stability
