Strategic Partner Manager (GSI)

Quick Facts

• Role: Strategic Partner Manager for assigned Global System Integrators (GSIs)

• Work model: 100% remote (desired proximity to Partner HQ and major airports)

• Focus: Partner activities end-to-end across go-to-market, sales execution, enablement, marketing, and services alignment

Description

Responsible for all partner activities for assigned GSIs, partnering closely with marketing, RPMs, services, and sales to drive joint growth. Create and execute joint go-to-market and business plans, run regular partner updates/QBRs, ensure contracts are current, and align on strategic initiatives across regions. Serve as an escalation point for sales and services issues and ensure partner compliance and enablement.

Responsibilities

• Develop joint go-to-market and business plans for assigned partner(s)

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

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

• Ensure proper contracts are in place and kept up to date

• Align with GSI counterparts in other regions to maintain collaboration

• Support reactive management of non-strategic GSI in the assigned region

• Use relationships to increase visibility with KPMG and DXC

• Partner sales: manage AE alignment, deal registration, opportunity management, close plans, and forecasting/reporting

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

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

• Partner program: manage program components and ensure compliance

• Engage strategic, distribution, and CSP partners to drive deals within the region

• Ensure a managed or implementation services partner is assigned to every deal; align expectations and document collaboration

• Educate the field on partner value proposition/plan and best engagement approach

• Coordinate introductions and set meetings via RPMs and AEs

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

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

• Serve as escalation point for sales or services issues

Requirements

• Minimum 8+ years prior channel sales experience

• Experience designing partner business/channel sales and marketing plans

• Excellent communication and presentation skills

• Self-motivated, independent thinker; comfortable working in remote environment

• Understanding of the cybersecurity space

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

• Proven track record of quota achievement and demonstrated career stability

• Understanding of and executive relationships with KPMG and DXC

Benefits

• Base pay range: $140,040–$200,000 (plus equity when applicable, variable/incentive compensation, and benefits)

• OTE incentive compensation structure for sales positions

• Health plans (including flexible spending accounts)

• 401(k) plan with company match

• ESPP

• Matching donations

• Flexible time away plan and family leave programs