Regional Partner Manager

Summary

Join Wiz, a rapidly growing cloud security company, as its next Regional Partner Manager (RPM) in the San Francisco Bay Area. You will collaborate with a team to build scalable routes to market with partners, driving growth by designing and implementing a successful channel strategy. This role focuses on building relationships with partners, executing partner strategies, and leading enablement activities. You will manage partner agreements, organize events, and track deal progress. The ideal candidate possesses 10+ years of channel sales experience, a proven track record of exceeding sales targets, and established relationships with Bay Area partners.

Requirements

• 10+ years of channel sales experience
• Proven track record of exceeding sales targets
• Established relationships with Bay Area partner reseller leadership
• Creative problem-solving and a knowledge-sharing mindset
• Strong process orientation, attention to detail, and operational excellence
• Deep expertise in channel sales and partnerships
• Experience in channel recruitment and onboarding
• SaaS channel experience
• Familiarity with Cloud Service Provider marketplaces (AWS, Azure, GCP)

Responsibilities

• Build and maintain strong relationships with partners, including CSPs, sellers, engineers, and leadership teams
• Develop and execute partner strategies
• Implement National Partner and CSP (AWS, GCP, Azure) strategies at a regional level
• Lead enablement activities for Bay Area partners, engaging leadership, sales, and technical teams
• Collaborate with national partner managers to develop and implement regional strategies
• Educate Wiz sellers on partner go-to-market strategies and value propositions
• Develop and execute business plans with focus partner accounts
• Facilitate account mapping between partner and Wiz sales teams
• Maintain leadership cadence between Wiz and partner sales leadership
• Communicate partner strategies in weekly Wiz team meetings, sharing best practices and partner success strategies
• Oversee cloud strategies for partners targeting specific accounts
• Maintain proactive/reactive account insights, including cloud spend, commitments, and billing contacts
• Serve as the primary contact for partner conflicts and provide sales cycle support in your region
• Manage escalations and drive conflict resolution
• Ensure adherence to external and internal Partner Rules of Engagement
• Oversee partner application management and administration
• Manage reseller agreements in collaboration with Wiz Legal (MNDA, OTRA, master agreements, order forms)
• Deliver Wiz's first-meeting pitch to partner teams
• Align with field and partner marketing on partner strategies, driving attendance, and executing follow-up strategies
• Organize a minimum of 4 partner events per quarter in collaboration with Wiz, CSPs, and partners
• Manage budgets, spiffs, and promotional execution
• Oversee ACE deal management via WorkSpan integration in SFDC
• Drive and qualify partner-sourced deal registrations
• Support Wiz sellers in managing deals and ensuring seamless partner engagement
• Track private offers and coordinate with sellers and partner operations to ensure deal success
• Provide partner team forecasting and maintain deal engagement oversight
• Deliver weekly reports to leadership and supported teams