Strategic Partner Manager, ServiceNow

GSI, KPMG, DXC, Armis/Veza

$140-200k

Plus variable/incentive compensation and benefits and ESPP

Senior and Expert level

Remote from Canada, US

More information about location

Cloud-based digital workflows for enterprises

Be an early applicant

Cloud-based digital workflows for enterprises

1001+ employees

B2BEnterpriseInternal toolsProductivitySaaSCloud Computing

Be an early applicant

$140-200k

Plus variable/incentive compensation and benefits and ESPP

Senior and Expert level

Remote from Canada, US

More information about location

1001+ employees

B2BEnterpriseInternal toolsProductivitySaaSCloud Computing

Company mission

To transform IT to revolutionize the enterprise.

Job

Company

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.