Strategic Partner Manager (GSI)

Quick Facts

• Role: Strategic Partner Manager (GSI)
• Work style: 100% remote
• Location preference: Near Partner HQ and major airports

Description

Own partner activities for assigned GSI partners and coordinate with Marketing, RPMs, Services, and Sales to drive success. You will develop joint go-to-market and business plans, run regular executive updates (including QBRs), ensure contracts are current, and manage partner programs and enablement. You will also support partner sales processes, marketing plans (including MDF and events), and services alignment for every deal.

Responsibilities

• Develop joint go-to-market and business plan for assigned partner(s)
• Coordinate with ServiceNow counterparts to focus on strategic GSI partners and initiatives
• Conduct regular update meetings and QBRs with partners and internal executives
• Ensure proper contracts are in place and up to date
• Align with GSI counterparts in other regions
• Manage reactive issues for non-strategic GSI in the region
• Use partner relationships to increase visibility of Armis with KPMG and DXC
• Partner sales: align AE responsibilities, manage deal registration and opportunities, close plans, and forecast reporting
• Partner marketing: manage overall marketing plan (MDF, market-to, partner programs, event sponsorships)
• Partner enablement: schedule and run enablement sessions; drive completion of required online courses; educate on partner value proposition and GTM
• Partner program: manage all program components and ensure compliance
• Engage strategic, distribution, and CSP partners; drive deal activity within region
• Work with Services and AEs to assign managed/implementation services partners and document expectations
• Educate field teams on partner value proposition and how to engage
• Coordinate introductions and meetings with RPMs and AEs
• Partner SE enablement: ensure demo environments and COEs are established and utilized
• Expand partner reach through collaboration with additional technology, distribution, or CSP partners
• Serve as escalation point for sales and services issues

Requirements

• 8+ years of prior channel sales experience
• Experience designing partner business/channel sales and marketing plans
• Executive relationship understanding for KPMG and DXC
• Excellent communication and presentation skills
• Self-motivated, independent thinker with cybersecurity understanding and remote work experience
• Ability to sell complex solutions with services (e.g., Endpoint, XDR/EDR, Asset Discovery/Management)
• Proven quota achievement and demonstrated career stability

Benefits

• Base pay: $140,040–$200,000 (plus equity when applicable, variable/incentive compensation, and benefits)
• Competitive OTE incentive structure for sales roles
• Health plans, flexible spending accounts, 401(k) with company match, ESPP
• Matching donations, flexible time away plan, and family leave programs