Dir, Alliances & Channels Ecosystem

About the role

This leadership position oversees the strategy and management of our most critical partner relationships. You will guide a team focused on Global System Integrators, Cloud Service Providers, and technology partners to drive growth and operational success.

Key facts

What you'll do

• Define and execute the strategic direction for GSI, CSP, and technology partner ecosystems.
• Act as the primary executive sponsor and escalation point for key partners.
• Build and lead a sales-focused team to meet specific performance targets and KPIs.
• Align with internal sales and service leadership to ensure partner engagement and operational success.
• Create and monitor business plans across all partner categories.
• Conduct quarterly business reviews with partners to adjust execution and report progress to the broader team.
• Coordinate with the executive team to ensure partner activities support company priorities.
• Partner with enablement and technical teams to ensure partners have the necessary tools for effective delivery.
• Assist partner managers with the engagement of strategic accounts.
• Collaborate with marketing to manage event planning, budget tracking, and performance measurement.

Requirements

• Minimum 10 years of experience working at a cyber security vendor and with their partners.
• Minimum 4 years of experience managing a team focused on GSI, CSP, and security technology partners.
• Established relationships and knowledge of partners including Accenture, Deloitte, KPMG, AWS, Google, and cyber security vendors.
• Technical understanding of the cyber security landscape and how Armis integrates into this ecosystem.
• Proven leadership and presentation abilities.
• Experience operating within a complex, high-growth, matrixed organization.
• Sales expertise with a deep understanding of sales cycles and partner interaction points.

Skills & tools

• Cyber security landscape knowledge
• Partner ecosystem strategy
• Sales cycle management
• Executive relationship management
• Business planning and QBR execution

Practical notes

• Base pay is $115,000 to $215,000 plus equity, variable compensation, and benefits.
• Benefits include health plans, flexible spending accounts, 401(k) with match, ESPP, matching donations, flexible time away, and family leave.
• Employment is subject to export control regulations and may require government approval for access to controlled technology.
• ServiceNow is an equal opportunity employer.
• Candidates requiring accommodations for the application process may contact globaltalentss@servicenow.com.