Strategic Partner Manager – GSI – Infosys, HCL, TCS (Armis/Veza)
Core
Develop joint go-to-market and business plans for assigned GSI partners (Infosys, HCL, TCS) to drive visibility and deal registration for Armis Cyber Security solutions.
Role type
Senior Strategic Partner Manager (GSI)
Builds
Strategic partnerships and revenue growth for Armis within major IT services firms
Domain
Cyber Security / Channel Sales
Required skills
Channel sales strategy, executive relationship management, quota achievement, complex solution selling, partner enablement, contract management, go-to-market planning, opportunity management, forecast reporting
Preferred skills
Experience with Endpoint/XDR/EDR solutions, remote work adaptability, creative problem solving
Technologies
ServiceNow, Armis, 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 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; Utilize relationships to drive visibility of Armis within Infosys, HCL, TCS; 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 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
