Strategic Partner Manager - GSI
Armis, the cyber exposure management & security company, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. In a rapidly evolving, perimeter-less world, Armis ensures that organizations continuously see, protect and manage all critical assets - from the ground to the cloud. Armis secures Fortune 100, 200 and 500 companies as well as national governments, state and local entities to help keep critical infrastructure, economies and society stay safe and secure 24/7.
Armis is a privately held company headquartered in California.
Strategic Partner Manager – GSI – Accenture & Other Tier 1 Partners
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.
Responsibilities:
- Develop Joint Go To Market and Business Plan for assigned Partner(s)
- 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, including but not limited to:
- Work with RPM to ensure AE alignment, Deal Registration and Opportunity Management, Close Plans and Managing / Reporting forecast
- Partner Marketing, Including but not limited to:
- 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, including but not limited to:
- Scheduling and Conducting sessions, Drive completion of required on-line courses and Educating on Partner Specific Value Proposition / GTM
- Partner Program, including but not limited to:
- 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
Qualifications:
- Experienced partner sales professional that is Creative, Collaborative and Determined to win
- Understanding of and Executive Relationships with Accenture is essential
- 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
The choices you make in your career journey matter. You want to do interesting work in an important field while also having time to live your life, which is why we place so much value in your life-work balance. Armis sets you up for success with comprehensive health benefits, discretionary time off, paid holidays including monthly me days, and a highly inclusive and diverse workplace. Put your unique experiences and perspective to work in an environment where they will enable you to thrive, grow, and live your life with integrity.
Armis is proud to be an equal opportunity employer. We never discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, age, disability, veteran status, genetic information, marital status or any other legally protected (or not) status. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization.