Strategic Partner Manager – GSI –KPMG, DXC (Armis/Veza)

ServiceNow; United States; Remote; USD 140,000 - 200,000; Full time

Benefits offered by this job

Health plans

401(k) Plan with company match

ESPP

Matching donations

Flexible time away plan

Family leave programs

Job summary

ServiceNow is seeking a Strategic Partner Manager to lead partner alliances with Deloitte and Accenture in a fully remote role. You will drive joint go-to-market plans, coordinate with Marketing, RPMs, Services, and Sales, and manage contracts and enablement across regions to accelerate cyber security initiatives.

The ideal candidate has 8+ years in channel sales, a proven track record selling complex security solutions, and strong communication and presentation skills.

Qualifications

• Minimum 8+ years channel sales experience.
• Experience designing Partner Business / Channel Sales and Marketing plans.
• Excellent communication and presentation skills.
• Cyber security knowledge and remote-work experience.
• Ability to sell complex Solutions with Services including but not limited to; Endpoint, XDR/EDR, Asset Discovery and Management.
• Proven track record of quota achievement and career stability.

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 internal teams.
• 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 Accenture and Deloitte.
• 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 including MDF, Market To, Participation in Partners Programs as well as Armis Event Sponsorships, and work with RPM to request and manage MDF and events.
• 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.

Skills

Partner sales

Executive relationships

Cyber security

Remote work

Job description

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Armis from ServiceNow protects thefullattack surface andhelps organizations managecyber risk exposure in real time.TogetherwithServiceNowSecurity and Risk capabilitiesandIdentity Security capabilities from Veza,Armis helpssecure every assetandidentity,including AI agents,acrosscomplexenvironments. The result is a foundation forautonomous defenseforthe Agentic Enterprise, grounded in security, operational, and business context.

Job Description

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 Accenture and Deloitte
• 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 Deloitte and Accenture
• 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

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.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [e-mail] for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

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