Strategic Partner Manager – Technology Partners

Our Strategic Partner Manager – Technology Partners role is responsible for Building, our vision, program and plan for working with and leveraging Technology Partners. This is a newly created role due to expansion after another record breaking year of growth at Armis.

Responsibilities:

• Develop the vision, program and plan for our Technology Partner GTM
• Recruit appropriate Technology Partners, based on above and create a joint GTM plan and execute
• Work with our Product teams to understand and enhance our API’s
• Leverage appropriate Armis teams to assist in building integrations, where required
• Establish and track KPI’s for Technology Partners
• Create and sign new Partner Contracts
• Coordinate with Marketing to develop marketing plans for MDF and Events with Partners.
• Establish Executive Relationships with all Technology Partners and conduct introductions and regular meetings with Armis Executives
• Drive execution of field engagement, including enablement and relationship building of both Armis and Partner sales, SE and Service teams
• Serve as escalation point for any and all sales or services issues

Qualifications:

• Experienced Partner Manager that is Creative, Collaborative and Determined to win
• Understanding of and Cyber Security market and vendors
• Strong technical knowledge of SAAS Security landscape 
• Minimum 5 + years prior experience managing Technology Partners, including but not limited to Fortinet, Illimio, Crowdstrike and others
• Previous experience designing Partner Business / Channel Sales and Marketing plans
• Excellent communication and presentation skills required.
• A self-motivated, independent thinker who understands the Cyber Security space and has worked in remote environment
• Must have experience with a Cyber Security provider
• Ability to set Strategic vision and implement it all the way to completion
• A proven track record of quota achievement and demonstrated career stability

Strategic Partner Manager – GSI – Accenture & Other Tier 1 Partners

Our Strategic Partner Manager role is responsible for all Partner activities in their assigned Partners and will work closely with Marketing, RPM’s, Services and Sales for success. This is a newly created role due to expansion after another record breaking year of growth at Armis.

Responsibilities:

• Develop Joint Go To Market and Business Plan for assigned Partner(s)
• Conduct regular update meetings and QBR’s with Partner and appropriate Armis Team Members and Executives
• Ensure proper contracts are in place and up to date
• Work with GSI counterparts in other regions to ensure alignment and collaboration
• Assist in reactive management of non-strategic GSI within assigned region
• Utilize relationships to drive visibility of Armis within Accenture and Deloitte
• Partner Sales, including but not limited to:
• Work with RPM to ensure AE alignment, Deal Registration and Opportunity Management, Close Plans and Managing / Reporting forecast
• Partner Marketing, Including but not limited to:
• Align Marketing teams, Own and manage overall Marketing Plan which will include MDF, Market To, Participation in Partners Programs as well as Armis Event Sponsorships, and Work with RPM to request and manage MDF and events and attend events where appropriate
• Partner Enablement, including but not limited to:
• Scheduling and Conducting sessions, Drive completion of required on-line courses and Educating on Partner Specific Value Proposition / GTM
• Partner Program, including but not limited to:
• Manage all components of Program and ensure compliance
• Engage Strategic, Distribution and CSP Partners and ensure alignment with Strategic Partner Managers to drive deals within region.
• Work with our Services Team and AE’s to ensure appropriate Managed or Implementation Services Partner assigned to every deal and expectations and collaboration is agreed and documented
• Educate field on Partner Value Proposition / Plan and how best to engage and work with Partners
• Engage with RPM and AE’s in order to do introductions and set meetings with Partner
• Work with Partner SE’s to ensure demo environments and COE are established and utilized
• Extend Partner Reach with collaboration of other Technology, Distribution or CSP Partners
• Serve as escalation point for any and all sales or services issues

Qualifications:

• Experienced partner sales professional that is Creative, Collaborative and Determined to win
• Understanding of and Executive Relationships with Accenture is essential 
• Minimum 8 + years prior channel sales experience a must.
• Previous experience designing Partner Business / Channel Sales and Marketing plans
• Excellent communication and presentation skills required.
• A self-motivated, independent thinker who understands the Cyber Security space and has worked in remote environment
• Ability to sell complex Solutions with Services including but not limited to; Endpoint, XDR/EDR, Asset Discovery and Management, 
• A proven track record of quota achievement and demonstrated career stability

Location:  This is a hybrid position, based in the UK. We are based on Worship Street - a short walk from Liverpool Street station. Expectation of 2-days a week in-office. 

The Role

We are looking for an Enterprise Account Executive who thrives on winning. You’ll be responsible for driving net-new business by identifying, engaging, and closing strategic enterprise accounts. This is a high-impact, hunter role that sits at the heart of our go-to-market strategy. Whilst the UKI Sales team comprises of 4 quota-carrying reps, you'll be supported by amazing colleagues across the Sales Engineering, Partner, Customer Success, BDR, Marketing & People Team(s). With over 50 employees in the UKI region & many local, International & Global Leaders based in the UK - you'll also have great access to senior stakeholders and wider resources. 

Your target? New logos. Big wins. Category-defining deals.

What You'll Do:

• Own the full sales cycle—from prospecting and discovery to solution mapping, negotiation, and close

• Develop and execute a strategic account plan to target enterprise organizations across the UK

• Drive multi-stakeholder sales processes and engage C-level executives, security leaders, and IT decision-makers

• Collaborate with internal teams to tailor solutions that address customer pain points and drive value

• Leverage the Armis platform to tell compelling stories and deliver killer demos

• Accurately forecast pipeline and revenue within your territory

• Become a trusted advisor to prospects and customers by staying current on industry trends, threats, and cybersecurity solutions

What we expect:

• 5+ years of enterprise sales experience, within a cybersecurity vendor, with a strong track record of quota overachievement, hitting quota 3 times in last 5 years as a minimum

• Tenure in previous relevant organisations - showing you can write the theme-tune & sing the theme tune 

• Proven success hunting and closing new business with large, complex enterprises

• Expertise in navigating long, consultative sales cycles and multi-level buying committees

• Self-starter mentality—you’re hungry, coachable, and competitive

• Excellent communication, storytelling, and negotiation skills

• Experience using Salesforce, MEDDIC/MEDDPICC, and modern sales tools

• A passion for cutting-edge technology and cybersecurity innovation

We're excited to chat to you more about Armis, our journey and where we are headed. With a world-class commissions plan & Quota-bar set at a great, achievable height - the stage is yours!