Central, Commercial Regional Partner Manager

Remote - USA | Worldwide Alliances

Come join the company that is reinventing cloud security and empowering businesses to thrive in the cloud. As the fastest-growing startup ever, Wiz is on a mission to help organizations secure cloud environments that will accelerate their businesses. Trusted by security teams all over the world, we have a proven track record of success and a culture that values world-class talent.  

Our Wizards from over 13 countries work together to protect the infrastructure of our hundreds of customers, including over 40% of the Fortune 100, who trust us to scan and secure over 230 billion files daily. We’re the leading player in a massive and growing market, but it’s still early enough for you to make a significant impact. At Wiz, you’ll have the freedom to think creatively, dream big, and use your full range of skills to contribute to our record growth. Come join our team and help us create secure cloud environments that allow the best companies to move faster. 

SUMMARY 

We’re looking for a Central, Commercial Regional Partner Manager (RPM), to join us in spreading the power of Wiz supporting our East Enterprise & Majors sales segments. In this role, you will report to the Channels Director, and work alongside a team of Wizards that focus on how we can build scalable routes to market with the right partners in your segment/region to reach customers and solve their cloud security challenges. You will help us design, build, and implement a successful channel strategy.    

WHAT YOU’LL DO 

Relationship: 

  • Own relationships for Partners at Regional Level:
  • CSP's, Reseller sales reps, Reseller SE's
  • Drive regional strategy on Regional Resellers
    • Execute Strategy at a regional level for National Partners and CSP's (AWS, GCP, Microsoft)
    • Drive enablement activities for Regional Partners with Partner Sellers and Technical team
    • Support enablement activities for National Partners with Partner Sellers and Technical teams
  • Drive internal enablement with Wiz Sellers on Partner go-to-market and value
  • Develop and Execute Business Plans with managed Partner Accounts
  • Drive Account mapping activities with Regional Partner Sellers and Wiz Sellers
  • Support Account mapping activities with National Partner Sellers and Wiz Sellers
  • Regular Team Meeting cadence to present updates to the Wiz Sales team in region
  • 1:1 with Wiz Sellers and RSD's
  • Best Practice Sharing with Wiz Sellers and Specialist team
  • Own regional partners' cloud strategy on targeted accounts
    • Proactive/reactive account knowledge of cloud spend and commitments, account info, billing contact, etc.
    • Go-to contact for any partner conflict and support in Sales cycles of deals in your region regardless of Partnership type
  • Own escalations to ensure conflict is resolved
  • Hold Partners accountable for External Partner Rules of Engagement
  • Help hold Wiz sellers accountable for Internal Partner Rules of Engagement

 

Tactical Execution: 

  • Partner Application management and administration
  • Own Reseller Agreement process while collaborating with Wiz Legal
  • MNDA, OTRA, master agreements, order forms
  • Deliver Wiz First Meeting Pitch to Partner teams
  • Align with Wiz Marketing on regional strategy with Partners
  • Work with field marketing on driving attendance, and communicate follow up strategy
  • Goal to do 3 events per quarter per region (Wiz/CSP/Partner)
  • Manage available budgets (and spiff promotion, execution)
  • ACE management of Incoming ACE deals via Workspan integration in SFDC
  • Deal Registration Qualification and administration
  • Manage deals alongside Wiz Sellers to ensure smooth partner engagement
  • Track private offers and work with Wiz Seller, Partner Operations to ensure the deal runs smoothly
  • Partner team forecasting ensuring proper deal management and engagement in opportunities
  • Weekly reports updates to teams supported and leadership

WHAT YOU’LL BRING 

  • Process Oriented. You pay attention to the details. You update your SFDC accounts. Your previous Sales Operations Teams love you. 
  • A Channel Matchmaker. You know how to find the right partner for the right opportunity. 
  • A Team Player. Selling is a team sport and the field is our customer. You were your previous Field teams "go to" channel person. 
  • Experience in channel recruitment and onboarding. 
  • SaaS Channel Experience. 
  • Consistent track record of meeting and exceeding targets.  
  • Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc).

 

 

 

If your experience is close but doesn’t fulfill all requirements, please apply. Wiz is on a mission to build a special company. To achieve our goal, we are focused on hiring Wizards with different backgrounds, perspectives, and experiences.

Wiz is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

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