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Salary: USD 140,040 - 200,000 / annual
ServiceNow (Armis/Veza cybersecurity division) is hiring a Strategic Partner Manager to lead all partner activities for assigned Global Systems Integrators (GSIs), particularly Deloitte and Accenture. This is a newly created role following record growth at Armis.
You will own the complete partner lifecycle: developing joint go-to-market and business plans, conducting quarterly business reviews, managing contracts, and ensuring alignment across ServiceNow teams (Marketing, Sales, Services, RPMs). Key responsibilities include:
- Develop and execute Joint GTM and Business Plans for assigned GSI partners
- Coordinate with ServiceNow counterparts and regional GSI teams to align on strategic initiatives
- Conduct regular QBRs and update meetings with partner executives
- Manage partner contracts and ensure compliance with partner programs
- Drive partner sales through deal registration, opportunity management, and forecast reporting with Account Executives and RPMs
- Own partner marketing strategy including MDF (Marketing Development Funds), co-marketing initiatives, event participation, and sponsorships
- Deliver partner enablement: schedule training sessions, drive completion of online certifications, educate on Armis value proposition and GTM
- Manage all components of the partner program and ensure regulatory compliance
- Engage strategic, distribution, and CSP partners to drive regional deals
- Collaborate with Services teams to assign appropriate implementation partners to deals
- Educate field sales on partner value propositions and engagement best practices
- Facilitate introductions between AEs, RPMs, and partners
- Work with partner SEs to establish demo environments and Centers of Excellence
- Serve as escalation point for sales and services issues
The role is 100% remote with flexibility to work near partner headquarters and major airports as needed.
**Requirements:**
- Minimum 8+ years of channel/partner sales experience (required)
- Experienced partner sales professional: creative, collaborative, determined to win
- Executive relationships with Deloitte and Accenture (required)
- Proven experience designing partner business plans and channel sales/marketing strategies
- Excellent communication and presentation skills
- Self-motivated, independent thinker with understanding of 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
