Sr Dir, Partner Success

About the Role

As Senior Director, Partner Success, you will own Armis’ strategy for helping channel and services partners implement the Armis platform, build service offerings, and deliver measurable outcomes for shared customers. You will lead and develop the Partner Success team and build executive relationships with global systems integrators (GSIs), value-added resellers (VARs), managed security service providers (MSSPs), and other service providers.

You will work with Channel Sales, Customer Success, Product, Marketing, and Enablement to improve partner delivery, strengthen the partner experience, and grow joint business. You will set clear expectations for partner readiness and performance, use data to guide where Armis invests in its partners, and serve as the executive escalation point for critical partner and customer issues.

Key Responsibilities

Partner Strategy and Team Leadership

·  Set the Partner Success strategy, operating priorities, and performance goals in alignment with Armis’ channel and customer success objectives.

·  Develop resources that build partners' technical capabilities, such as solution guides, architecture reference materials, hands-on labs, and certification pathways, and keep them current with platform releases.

· Build, lead, and develop the Partner Success team. Set clear ownership for partner accounts, coach team members, and allocate resources based on partner potential and customer needs.

· Build executive relationships with strategic partners and lead quarterly business reviews that turn performance insights into decisions and follow-through.

Partner Enablement and Customer Outcomes

· Establish standards for partner onboarding, technical training, certifications, and implementation readiness. Work with Enablement and technical teams to help partners meet those standards.

· Track partner capabilities, certifications, service offerings, and delivery performance. Use those insights to close gaps and help partners develop services that address customer needs.

· Run a structured partner assessment that scores technical capability, certification status, delivery track record, and customer feedback, and use the results to set partner tiers and development plans.

· Define quality validation checkpoints for partner-led deployments, including solution design reviews, implementation sign-off, and post-go-live health checks, and escalate recurring gaps to partner and Enablement teams.

· Partner with Customer Success and Support to improve handoffs, implementation quality, platform adoption, and customer satisfaction across partner-led engagements.

· Own executive escalations for critical partner delivery issues and coordinate resolution across Armis and partner teams.

Joint Business Planning and Revenue Growth

· Develop joint business plans with strategic partners that define shared objectives, target customers, growth opportunities, and measures of success.

· Partner with Channel Sales and account teams on co-selling, new customer acquisition, and expansion within existing accounts. Use Salesforce to review partner pipeline and forecasts and identify where the team can help advance opportunities.

· Work with Marketing and Product to shape partner communications, joint positioning, and go-to-market initiatives. Bring partner and customer feedback into product and program planning.

· 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, with a track record of building, leading, and developing teams that support strategic partners. Leadership experience may overlap with the partner experience above.

· 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, including the ability to present performance insights and recommendations to senior leaders.

· Bachelor’s degree in business, marketing, a technical discipline, or a related field.

Preferred Qualifications

· Experience in cybersecurity or with partners that deliver managed security or implementation services.

· 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.

For positions in this location, we offer a base pay of $197,220 - $325,440, 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 located and is subject to change based on work location.

Work Personas

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Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

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