Senior Director, Partner Success

Quick Facts

• Title: Senior Director, Partner Success

Description

Own the Partner Success strategy for channel and services partners implementing the Armis platform, building service offerings, and delivering measurable outcomes for shared customers. Lead and develop the Partner Success team and build executive relationships with global systems integrators, value-added resellers, and managed security service providers. Use data to define partner readiness, performance goals, and where Armis invests, while serving as the executive escalation point for critical partner delivery issues.

Responsibilities

• Set Partner Success strategy, operating priorities, and performance goals aligned to channel and customer success objectives.

• Create and maintain partner enablement resources (solution guides, architecture references, hands-on labs, certification pathways) aligned to platform releases.

• Build and lead the Partner Success team; manage partner account ownership, coaching, and resource allocation.

• Run quarterly business reviews with strategic partners to convert performance insights into decisions.

• Establish standards for partner onboarding, technical training, certifications, and implementation readiness.

• Track partner capabilities, certifications, service offerings, and delivery performance; identify gaps and help partners develop customer-focused services.

• Perform structured partner assessments (technical capability, certification status, delivery track record, customer feedback) to set tiers and development plans.

• Define quality validation checkpoints for partner-led deployments (solution design reviews, sign-off, post-go-live health checks) and escalate recurring gaps.

• Partner with Customer Success and Support to improve handoffs, implementation quality, platform adoption, and customer satisfaction.

• Own executive escalations for critical partner delivery issues and coordinate resolution across internal and partner teams.

• Develop joint business plans with strategic partners and define shared objectives, target customers, growth opportunities, and success measures.

• Support co-selling and expansion with Channel Sales and account teams; use Salesforce to review partner pipeline and forecasts.

• Work with Marketing and Product to shape partner communications, joint positioning, and go-to-market initiatives; feed partner/customer feedback into planning.

Requirements

• 10+ years of experience in enterprise software or SaaS, including 8+ years in partner success, partner development, or channel management with GSIs, MSSPs, VARs, or comparable strategic partners.

• 5+ years of people management experience building, leading, and developing teams supporting strategic partners.

• Track record of building executive relationships, influencing cross-functional decisions, and translating partner strategy into measurable customer and commercial outcomes.

• Experience with joint business planning, co-selling, and partner pipeline forecasting in Salesforce.

• Strong communication, negotiation, and analytical skills; ability to present performance insights and recommendations to senior leaders.

• Bachelor’s degree in business, marketing, a technical discipline, or a related field.

Benefits

• Base pay range: $197,220–$325,440, plus equity (when applicable), variable/incentive compensation, and benefits.

• Health plans including flexible spending accounts.

• 401(k) plan with company match and ESPP.

• Matching donations, flexible time away plan, and family leave programs.