Dir, Alliances & Channels Ecosystem (Armis/Veza)

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow—helping 85% of the Fortune 500® work smarter, faster, and better. Armis from ServiceNow protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity—including AI Agents—across all environments with the right level of context: security, operational, and business.

About 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.

Responsibilities

• 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, tweak execution where required, and report back to the entire Partner Team.
• Work with the Executive Team to align with company priorities, 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 coordinated effort and focus on the right Partners.

Requirements

• Minimum of 10 years working at a 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 the 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.

Pay

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. Individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location.

Benefits

• Health plans, including flexible spending accounts.
• 401(k) Plan with company match.
• Employee Stock Purchase Plan (ESPP).
• Matching donations.
• Flexible time away plan and family leave programs.