Senior Director, Partner Success
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Job Description
Senior Director leading partner success for ServiceNow’s AI platform and Armis cybersecurity ecosystem. Developing strategic partners, enablement programs, joint business plans, and customer outcomes.
Responsibilities:
- Own Armis’ strategy for helping channel and services partners implement the Armis platform, build service offerings, and deliver measurable outcomes for shared customers
- Lead and develop the Partner Success team
- Build executive relationships with GSIs, VARs, MSSPs, and other service providers
- Collaborate with Channel Sales, Customer Success, Product, Marketing, and Enablement
- Set partner readiness and performance expectations and use data to guide partner investment
- Serve as executive escalation point for critical partner and customer issues
- Set Partner Success strategy, operating priorities, and performance goals
- Develop technical capability resources including solution guides, architecture reference materials, hands-on labs, and certification pathways
- Establish standards for partner onboarding, technical training, certifications, and implementation readiness
- Track partner capabilities, certifications, service offerings, and delivery performance
- Run partner assessments and use results to set partner tiers and development plans
- Define quality validation checkpoints for partner-led deployments
- Improve handoffs, implementation quality, platform adoption, and customer satisfaction
- Develop joint business plans with strategic partners
- Partner on co-selling, new customer acquisition, and account expansion
- Use Salesforce to review partner pipeline and forecasts
- Work with Marketing and Product on partner communications, positioning, and go-to-market initiatives
- Bring partner and customer feedback into product and program planning
Requirements:
- 10+ years of experience in enterprise software or SaaS, including 8+ years in partner success, partner development, or channel management working with GSIs, MSSPs, VARs, or comparable strategic partners
- 5+ years of people management experience
- Track record of building executive relationships, influencing cross-functional decisions, and translating partner strategy into measurable customer and commercial outcomes
- Experience with joint business planning, co-selling, and partner pipeline forecasting in Salesforce
- Strong communication, negotiation, and analytical skills
- Bachelor’s degree in business, marketing, a technical discipline, or a related field
- Preferred: Experience in cybersecurity or with partners that deliver managed security or implementation services
- Preferred: Hands-on experience using AI tools to analyze partner performance, summarize partner and customer feedback, prepare business reviews, or streamline enablement workflows
- Ability to validate AI-generated outputs and handle customer and partner data appropriately
- MBA or other relevant advanced degree preferred
Benefits:
- Equity (when applicable)
- Variable/incentive compensation
- Health plans
- Flexible spending accounts
- 401(k) Plan with company match
- ESPP
- Matching donations
- Flexible time away plan
- Family leave programs
- Flexible or Remote work persona
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