Remote Regional Partner Manager

Summary

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.

Requirements

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

Responsibilities

• Own relationships with partners at the 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 CSPs (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 RSDs
• 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
• 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 communicating 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