Strategic Partner Manager (GSI)

Quick Facts

• Role: Strategic Partner Manager (GSI)

• Work model: 100% remote

• Focus: Strategic partner activities with assigned global system integrators (GSI) for Armis/Veza and ServiceNow Cyber Security & Risk

Description

Own all partner activities for assigned GSI partners and drive coordinated execution with Marketing, RPMs, Services, and Sales. Develop joint GTM and business plans, run recurring QBRs, ensure contracts are current, and align across ServiceNow counterparts and strategic initiatives. Manage partner sales execution (deal registration, close plans, forecasting) along with partner marketing/enablement and program compliance to drive regional deal flow.

Responsibilities

• Develop joint GTM and business plans for assigned GSI partner(s)

• Coordinate with ServiceNow counterparts to focus on strategic partners and initiatives

• Conduct regular update meetings and QBRs with partner stakeholders and internal executives

• Ensure appropriate partner contracts are in place and up to date

• Align with GSI counterparts across other regions for collaboration

• Drive visibility of Armis within Infosys, HCL, and TCS using partner relationships

• Partner sales: AE alignment, deal registration, opportunity management, close plans, forecast management/reporting

• Partner marketing: own/manage marketing plan including MDF, market-to, partner programs, and event sponsorships; manage MDF requests and attend events as appropriate

• Partner enablement: schedule and conduct sessions; drive completion of required online courses; educate on partner-specific value proposition and GTM

• Partner program: manage program components and ensure compliance

• Engage strategic, distribution, and CSP partners and coordinate with Strategic Partner Managers to drive deals in region

• Coordinate services: ensure the right managed or implementation services partner is assigned per deal; align expectations and document collaboration

• Educate the field on partner value proposition/plan and how to engage partners

• Work with RPMs and AEs for partner introductions and meeting setup

• Work with partner SEs to establish and use demo environments and COEs

• Expand partner reach via collaboration with other technology, distribution, or CSP partners

• Serve as escalation point for sales or services issues

Requirements

• 8+ years of channel or partner sales experience

• Executive relationships and understanding of Infosys, HCL, and TCS

• Experience designing partner business/channel sales and marketing plans

• Excellent communication and presentation skills

• Self-motivated independent thinker with cyber security domain understanding; comfortable working remotely

• Ability to sell complex solutions with services including endpoint, XDR/EDR, and asset discovery/management

• Proven quota achievement and demonstrated career stability

Benefits

• Base pay range: $140,040–$200,000 (plus equity when applicable)

• Variable/incentive compensation; sales roles offer competitive OTE structure

• Health plans including flexible spending accounts

• 401(k) plan with company match

• ESPP

• Matching donations

• Flexible time away plan and family leave programs