Strategic Partner Manager - Remote Security Alliances

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

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.