ServiceNow

Dir, Alliances & Channels Ecosystem (Armis/Veza)

ServiceNow$115K — $215K *
Information Technology
8 - 10 years of experience
Job Overview by Ladders

Qualifications

  • 10+ years in Cyber Security vendor roles focused on Partnerships
  • 4+ years in team management specifically for GSI, CSP, and Security Technology Partners
  • Established relationships with major partners like Accenture, Deloitte, and AWS
  • Deep technical knowledge of the Cyber Security landscape and Armis' position
  • Exceptional leadership and presentation skills
  • Experience in complex, high-growth matrixed organizations
  • Strong sales acumen and comprehensive understanding of sales cycles

Responsibilities

  • Develop and implement strategies for Partner ecosystems including GSI, CSP, and Technology Partners
  • Act as the Executive Sponsor and escalation point for key partners
  • Recruit and lead a sales-focused team to meet KPIs
  • Collaborate with Sales and Service Leadership for partner success
  • Create and regularly evaluate business plans for all Partner Types
  • Participate in Partner QBRs and adjust strategies as necessary
  • Engage with relevant teams to ensure tools and processes are effective for Partners
  • Assist RPMs in managing Strategic Partner relationships
  • Partner with Marketing teams to execute plans and track performance
  • Coordinate with ServiceNow teams to align efforts on strategic partnerships

Benefits

  • Health plans including flexible spending accounts
  • 401(k) Plan with company match
  • Employee Stock Purchase Plan (ESPP)
  • Family leave programs
  • Flexible time away plan
  • Matching donations program
Full Job Description
Job Description

The role...

Our Director - Strategic Partners will manage our Strategy, Partners and team that handles our most Strategic Partners. This includes our GSI's, CSP and Technology Partners.

What you'll do...
  • Develop the overall strategy and target Partners for our GSI, CSP and Technology partners ecosystem.
  • Serve as Executive Sponsor for these Partners, as well as escalation point.
  • Recruit and manage a sales-oriented team in order to achieve set KPI and Targets.
  • Collaborate with Sales and Service Leadership to ensure Partners are working successfully and fully engaged.
  • Build business plans and measure regularly across all Partner Types.
  • Participate in Partner QBRs and drive performance and tweak execution where required and report back to entire Partner Team.
  • Work with Executive Team to align with company priorities and report status and perform QBR's.
  • Engage with Enablement and Partner SE teams to ensure proper tools are in place and delivery and execution is working with Partners.
  • Help RPM's with engagement of Strategic Partners.
  • Work with our Partner Marketing teams to build plans and ensure proper execution of events and track performance on any spend / activity.
  • Work closely with ServiceNow counterparts and teams to ensure coordinate effort and focus on right Partners.


Qualifications

What we expect...
  • Minimum of 10 years working at Cyber Security vendor and with their Partners.
  • Minimum 4 years managing a team focused on GSI, CSP and Security Technology Partners.
  • Must have relationships and knowledge of our Partners including: Accenture, Deloitte, KPMG, AWS, Google and Cyber Security vendors.
  • Strong technical understanding of Cyber landscape, vendors and how Armis fits into this.
  • Excellent leadership and presentation skills.
  • Understanding and experience working in a complex, high growth, matrixed organization.
  • Sales acumen and full knowledge of sales cycles and how Partners interact in each stage.

For positions in this location, we offer a base pay of $115,000-$215,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

About ServiceNow

ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations in North America, Europe, the Middle East, Africa, the Asia Pacific, and other countries. The company offers service management solutions, including incident, problem, change, request, and cost management as well as service catalogs; and IT, HR, facilities, and field service management solutions. It also provides IT operations management solutions covering service mapping, delivery, and assurance solutions; business management solutions such as financial management, project portfolio suite, vendor performance management, and performance analytics as well as governance, risk, and compliance; and application development services.

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Join the dynamic team at ServiceNow, a global leader in digital workflow solutions, where innovation and leadership converge to shape the future of work. At ServiceNow, we offer more than just job opportunities; we provide a platform for professional growth and a chance to be part of a culture that values diversity, creativity, and continuous learning.

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At ServiceNow, your career trajectory is filled with boundless opportunities. We support your growth with robust training programs, leadership development courses, and access to global challenges. Whether you are looking for an internship, full-time position, or leadership role, ServiceNow equips you with the tools to excel.

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Learn more about ServiceNow
Size
16,881 employees
Market Cap
$76.5 billion
Industry
Net Income
$118.5 million
Founded
2004
5 Year Trend
+33.5%
Revenue
$4.5 billion
NASDAQ

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