Copy of Strategic Partner Manager – GSI –KPMG, DXC (Armis/Veza)
Core
Develop joint go-to-market and business plans for assigned GSI partners (Accenture, Deloitte) to drive sales and services alignment for Armis/ServiceNow cybersecurity solutions.
Role type
Senior Strategic Partner Manager (GSI)
Builds
Joint GTM strategies, business plans, and partner enablement programs for ServiceNow/Armis ecosystem
Domain
Cyber Security / Channel Sales / Strategic Partnerships
Required skills
Channel sales experience, executive relationship management, partner business planning, quota achievement, complex solution selling, remote work adaptability
Preferred skills
Understanding of Endpoint/XDR/EDR/Asset Discovery, prior experience with Accenture/Deloitte, ability to manage partner marketing and enablement
Technologies
ServiceNow, Armis, Veza, XDR, EDR, Asset Discovery
Responsibilities
Develop Joint Go To Market and Business Plan for assigned Partner(s); Work closely with ServiceNow counterparts and teams to ensure coordinated effort; 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; Utilize relationships to drive visibility of Armis within Accenture and Deloitte; Work with RPM to ensure AE alignment, Deal Registration and Opportunity Management, Close Plans and Managing / Reporting forecast; 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; Scheduling and Conducting sessions, Drive completion of required on-line courses and Educating on Partner Specific Value Proposition / GTM; 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; 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
Seniority
Senior, hands-on IC