Director, GSI Partners North America
S
ServiceNowCybersecurity
Source API remote eligibility restrictions: United States; Location: 100% Remote.Full-TimeDirector
Salary$115,000-$215,000 base pay, plus equity (when applicable), variable/incentive compensation
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Job Details
- Experience
- Minimum of 10 years working at Cybersecurity vendors and with their GSI Partners. Minimum 4 years managing a team focused on GSI relationships, partner development, and go-to-market execution.
- Required Skills
- CybersecurityChange Management
Requirements
- Have a minimum of 10 years working at cybersecurity vendors and with their GSI Partners.
- Have a minimum of 4 years managing a team focused on GSI relationships, partner development, and go-to-market execution.
- Demonstrate a track record of building and leading high-performing, revenue-focused teams in a partnership or channel environment.
- Have established relationships and knowledge of major GSI Partners, including Accenture, Deloitte, KPMG, IBM, and Cognizant.
- Bring a strong technical understanding of the cybersecurity landscape, vendors, and ServiceNow Cyber and Risk's role in enterprise security architectures.
- Have leadership and presentation skills and the ability to influence C-level stakeholders internally and externally.
- Understand complex, high-growth, matrixed organizations and be able to navigate competing priorities.
- Have sales acumen and knowledge of sales cycles and how GSI Partners influence customer buying decisions.
Responsibilities
- Recruit, develop, and lead a high-performing team of GSI Partner Managers.
- Coach the team on partnership strategy, pipeline generation, and revenue acceleration.
- Develop the GSI partner strategy for ServiceNow Cyber and Risk across North America.
- Serve as executive sponsor and primary escalation point for GSI partnerships.
- Build joint business plans with GSI partners and measure performance against revenue targets and capability-building goals.
- Participate in partner QBRs, drive performance improvements, and report to partner and executive leadership.
- Collaborate with Sales and Service Leadership on joint pipeline generation and customer delivery.
- Align partnership strategy with company priorities and report status through executive QBRs.
- Coordinate with Enablement and Partner SE teams on partner tools, training, and execution.
- Work with partner marketing teams on joint events and campaigns, and track spend and activity.
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