Strategic Partner Manager, ServiceNow
GSI –KPMG, DXC, Armis/Veza
$140-200k
+ Variable/incentive compensation
More information about location
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$140-200k
+ Variable/incentive compensation
More information about location
1001+ employees
Company mission
To transform IT to revolutionize the enterprise.
Role
Who you are
- Experienced partner sales professional that is Creative, Collaborative and Determined to win
- Understanding of and Executive Relationships with Deloitte and Accenture
- Minimum 8 + years prior channel sales experience a must
- Previous experience designing Partner Business / Channel Sales and Marketing plans
- Excellent communication and presentation skills required
- A self-motivated, independent thinker who understands the Cyber Security space and has worked in remote environment
- Ability to sell complex Solutions with Services including but not limited to; Endpoint, XDR/EDR, Asset Discovery and Management
- A proven track record of quota achievement and demonstrated career stability
What the job involves
- Our Strategic Partner Manager role is responsible for all Partner activities in their assigned Partners and will work closely with Marketing, RPM’s, Services, and Sales for success. This is a newly created role due to expansion after another record breaking year of growth at Armis. In this role, Armis is now a partner of ServiceNow Cyber Security & Risk (Armis/Veza)
- Develop Joint Go To Market and Business Plan for assigned Partner(s)
- Work closely with ServiceNow counterparts and teams to ensure coordinated effort and focus on the right GSI Partners and strategic initiatives
- Conduct regular update meetings and QBR’s with Partner and appropriate Armis Team Members and Executives
- Ensure proper contracts are in place and up to date
- Work with GSI counterparts in other regions to ensure alignment and collaboration
- Assist in reactive management of non-strategic GSI within assigned region
- Utilize relationships to drive visibility of Armis within Accenture and Deloitte
- Partner Sales: Work with RPM to ensure AE alignment, Deal Registration and Opportunity Management, Close Plans and Managing / Reporting forecast
- Partner Marketing: Align Marketing teams, Own and manage overall Marketing Plan which will include MDF, Market To, Participation in Partners Programs as well as Armis Event Sponsorships, and Work with RPM to request and manage MDF and events and attend events where appropriate
- Partner Enablement: Scheduling and Conducting sessions, Drive completion of required on-line courses and Educating on Partner Specific Value Proposition / GTM
- Partner Program: Manage all components of Program and ensure compliance
- Engage Strategic, Distribution and CSP Partners and ensure alignment with Strategic Partner Managers to drive deals within region
- Work with our Services Team and AE’s to ensure appropriate Managed or Implementation Services Partner assigned to every deal and expectations and collaboration is agreed and documented
- Educate field on Partner Value Proposition / Plan and how best to engage and work with Partners
- Engage with RPM and AE’s in order to do introductions and set meetings with Partner
- Work with Partner SE’s to ensure demo environments and COE are established and utilized
- Extend Partner Reach with collaboration of other Technology, Distribution or CSP Partners
- Serve as escalation point for any and all sales or services issues
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7,700 customers, including 85% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in the upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15B, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Generous family leave
- Matched donations
- Annual learning stipends
- Flexible PTO
- Competitive retirement plan
- Paid volunteer time
Company HQ
Santa Clara, CA
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