Strategic Partner Manager – GSI –KPMG, DXC (Armis/Veza)

About the company

This organization specializes in cybersecurity solutions, offering a platform that integrates artificial intelligence, data, and workflows to help major enterprises enhance their security posture. Their cybersecurity division focuses on protecting diverse assets and identities across complex environments, providing real-time risk management and autonomous defense capabilities.

About the role

The Strategic Partner Manager is responsible for managing partner relationships within assigned global system integrators (GSI), including coordinating activities across marketing, sales, and services teams. This role is critical in driving joint business plans and ensuring effective collaboration with partners to expand the organization's market reach and secure new business opportunities.

Responsibilities

• Develop joint go-to-market and business plans with assigned partners
• Coordinate efforts with counterparts to focus on strategic initiatives
• Conduct regular updates and quarterly business reviews with partners and internal teams
• Ensure contracts are current and compliant
• Align with counterparts across regions for collaboration
• Manage non-strategic partners reactively within the region
• Utilize relationships to increase visibility within key partners
• Collaborate with sales to align account executives, manage deal registration and forecasts
• Oversee marketing plans, including managing funds and event participation
• Schedule and conduct partner enablement sessions
• Manage compliance with partner programs
• Engage with strategic and distribution partners to drive regional deals
• Coordinate with services and sales teams to assign implementation partners
• Educate internal teams on partner value propositions and engagement strategies
• Facilitate introductions and meetings between partners and sales teams
• Ensure partner sales engineers have necessary resources for demos
• Expand partner reach through collaboration with other technology partners
• Act as escalation point for sales or service issues

Requirements

• Minimum 8 years of channel sales experience
• Experience in partner sales with creativity, collaboration, and determination
• Established executive relationships with key consulting firms
• Skilled in designing partner business and marketing plans
• Strong communication and presentation skills
• Self-motivated with knowledge of cybersecurity solutions
• Proven track record of quota achievement and career stability

Pay

Base pay range of $140,040 to $200,000, plus equity (if applicable), variable/incentive compensation, and benefits.

Benefits

• Medical insurance
• 401(k) Plan with company match