Strategic Partner Manager (GSI)

Quick Facts

• Role: Strategic Partner Manager (GSI)

• Work style: 100% remote (desired proximity to Partner HQ and major airport)

Description

Own all partner activities for assigned GSIs and partner ecosystems, working closely with Marketing, RPMs, Services, and Sales to drive success. Develop joint go-to-market and business plans, run regular partner update meetings and QBRs, and ensure contracts are current. Lead partner sales alignment (AE alignment, deal registration, opportunity management, close plans, and forecasting) while coordinating partner marketing, enablement, and program compliance—and act as an escalation point for sales/services issues.

Responsibilities

• Develop joint go-to-market and business plans for assigned partners

• Coordinate with ServiceNow counterparts to focus on the right GSI partners and strategic 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 for consistency and collaboration

• Manage non-strategic GSI reactively within the assigned region

• Use relationships to drive visibility within KPMG and DXC

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

• Partner marketing: own and manage the marketing plan (MDF, market-to activities, participation in partner programs, event sponsorships)

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

• Partner program management and compliance

• Engage strategic, distribution, and CSP partners and align with strategic partner managers to drive regional deals

• Coordinate services: ensure appropriate managed/implementation services partner assignment per deal and document expectations

• Educate field teams on partner value proposition and engagement approach

• Coordinate introductions and meetings with partners 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

• Understanding of and executive relationships with KPMG and DXC

• Excellent communication and presentation skills

• Self-motivated, independent thinker; understands the cybersecurity space; comfortable working remotely

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

• Proven track record of quota achievement and demonstrated career stability

Benefits

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

• Competitive On Target Earnings (OTE) incentive structure for sales positions

• Health plans, flexible spending accounts, 401(k) with company match, ESPP, matching donations

• Flexible time away plan and family leave programs

Compensation varies based on qualifications, skill level, competencies, and work location.