Strategic Partner Manager – GSI – Infosys, HCL, TCS (Armis/Veza)

Location: 100% Remote. Desired location is close to Partner HQ and Major Airport  

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).  

Responsibilities: 

• 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

Department: Sales
Experience Level: Not Applicable