Senior Director, Partner Success

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership of Armis’ strategy to assist channel and services partners in implementing the Armis platform, developing service offerings, and achieving measurable results for mutual customers.

• Lead and nurture the Partner Success team.

• Build executive relationships with GSIs, VARs, MSSPs, and various other service providers.

• Collaborate with Channel Sales, Customer Success, Product, Marketing, and Enablement teams.

• Establish partner readiness and performance expectations while utilizing data to inform partner investments.

• Act as the executive escalation point for significant partner and customer issues.

• Define the Partner Success strategy, operational priorities, and performance objectives.

• Create technical capability resources including solution guides, architectural reference materials, hands-on labs, and certification pathways.

• Set standards for partner onboarding, technical training, certifications, and readiness for implementation.

• Monitor partner capabilities, certifications, service offerings, and delivery performance.

• Conduct partner assessments and utilize results to establish partner tiers and development strategies.

• Define quality validation checkpoints for deployments led by partners.

• Enhance handoffs, implementation quality, platform adoption, and customer satisfaction.

• Develop collaborative business plans with strategic partners.

• Partner on co-selling initiatives, new customer acquisition, and account growth.

• Utilize Salesforce to analyze partner pipeline and forecasts.

• Collaborate with Marketing and Product teams on partner communications, positioning, and go-to-market strategies.

• Integrate partner and customer feedback into product and program planning.

⛳️ Requirements

• Over 10 years of experience in enterprise software or SaaS, with at least 8 years in partner success, partner development, or channel management, focusing on GSIs, MSSPs, VARs, or similar strategic partners.

• More than 5 years of experience in people management.

• Proven record of establishing executive relationships, influencing cross-functional decisions, and translating partner strategies into measurable customer and commercial results.

• Experience in joint business planning, co-selling, and forecasting partner pipelines within Salesforce.

• Strong communication, negotiation, and analytical abilities.

• Bachelor's degree in business, marketing, a technical discipline, or a related field.

• Preferred: Experience in cybersecurity or with partners providing managed security or implementation services.

• Preferred: Practical experience utilizing AI tools to assess partner performance, summarize partner and customer feedback, prepare business reviews, or optimize enablement workflows.

• Capability to validate AI-generated outputs and manage customer and partner data responsibly.

• An MBA or other relevant advanced degree is preferred.

🏝️ Benefits

• Equity (when applicable)

• Variable/incentive compensation

• Health plans

• Flexible spending accounts

• 401(k) Plan with company match

• Employee Stock Purchase Plan (ESPP)

• Matching donations

• Flexible time away plan

• Family leave programs

• Flexible or remote work options