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. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people. 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 - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

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. What you'll do... 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 and tweak execution where required and report back to entire Partner Team. Work with Executive Team to align with company priorities and 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 coordinate effort and focus on right Partners.

What we expect... Minimum of 10 years working at 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 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. 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. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is