Strategic Partner Manager - GSI - Infosys, HCL, TCS (Armis/Veza)

About the role

Location: 100% Remote. Desired location is close to Partner HQ and Major Airport

Our Strategic Partner Manager role is responsible for all Partner activities in their assigned Partners and will work closely with Marketing, RPM's, Services, and Sales for success. This is a newly created role due to expansion after another record breaking year of growth at Armis. In this role, Armis is now a partner of ServiceNow Cyber Security & Risk (Armis/Veza).

Responsibilities

• Develop Joint Go To Market and Business Plan for assigned Partner(s)
• Work closely with ServiceNow counterparts and teams to ensure coordinated effort and focus on the right GSI Partners and strategic initiatives
• Conduct regular update meetings and QBR's with Partner and appropriate Armis Team Members and Executives
• Ensure proper contracts are in place and up to date
• Work with GSI counterparts in other regions to ensure alignment and collaboration
• Assist in reactive management of non-strategic GSI within assigned region
• Utilize relationships to drive visibility of Armis within Infosys, HCL, TCS
• Partner Sales: Work with RPM to ensure AE alignment, Deal Registration and Opportunity Management, Close Plans and Managing / Reporting forecast
• Partner Marketing: Align Marketing teams, Own and manage overall Marketing Plan which will include MDF, Market To, Participation in Partners Programs as well as Armis Event Sponsorships, and Work with RPM to request and manage MDF and events and attend events where appropriate
• Partner Enablement: Scheduling and Conducting sessions, Drive completion of required on-line courses and Educating on Partner Specific Value Proposition / GTM
• Partner Program: Manage all components of Program and ensure compliance
• Engage Strategic, Distribution and CSP Partners and ensure alignment with Strategic Partner Managers to drive deals within region
• Work with our Services Team and AE's to ensure appropriate Managed or Implementation Services Partner assigned to every deal and expectations and collaboration is agreed and documented
• Educate field on Partner Value Proposition / Plan and how best to engage and work with Partners
• Engage with RPM and AE's in order to do introductions and set meetings with Partner
• Work with Partner SE's to ensure demo environments and COE are established and utilized
• Extend Partner Reach with collaboration of other Technology, Distribution or CSP Partners
• Serve as escalation point for any and all sales or services issues

Qualifications

• Experienced partner sales professional that is Creative, Collaborative and Determined to win
• Understanding of and Executive Relationships with Infosys, HCL, TCS
• Minimum 8 + years prior channel sales experience a must
• Previous experience designing Partner Business / Channel Sales and Marketing plans
• Excellent communication and presentation skills required
• A self-motivated, independent thinker who understands the Cyber Security space and has worked in remote environment
• Ability to sell complex Solutions with Services including but not limited to; Endpoint, XDR/EDR, Asset Discovery and Management
• A proven track record of quota achievement and demonstrated career stability

Pay and benefits

For positions in this location, we offer a base pay of $140,040 - $200,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure.

Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information: Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.