Regional Partner Manager

Summary

Join Wiz, a rapidly growing cloud security company, as a Regional Partner Manager (RPM) in the DACH region. Reporting to the AVP, Channels and Alliances EMEA, you will develop and implement scalable go-to-market strategies for Wiz partners. Collaborate with internal sales and technical teams to build joint business plans and drive partner enablement. Responsibilities include managing partner relationships, executing business plans with key accounts, and ensuring smooth partner engagement in the sales cycle. You will also track performance, provide updates to leadership, and manage budgets and partner agreements. This role requires a process-oriented approach, channel leadership experience, and a strong team-oriented mindset.

Requirements

• Process Oriented. You pay attention to the details
• Channel Leadership. You know how to find the right partner for the right opportunity and to achieve the regional objectives
• Team Player. Selling is a team sport
• 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)

Responsibilities

• Own relationships for all partners at a Regional Level
• Drive the regional partnering strategy to achieve jointly agreed pipeline generation, enablement and business objectives for the region
• Partner with the global channel and regional field Wiz sales and technical teams to build a joint business plan for the partnering strategy in region
• Drive and lead the internal enablement on the partner go-to-market and value for the region
• Develop and Execute Business Plans with named Partner Accounts in the region
• Drive Account mapping activities with Partner Sellers and Wiz Sellers
• Support and contribute to regional and channel team meetings to present updates on the regional performance and progress
• Share partnering best practice with Wiz Sellers and Specialist teams
• Influence the 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 activites support in sales cycle of deals in your region regardless of Partnership type
• Own escalations and ensure any challenges are resolved
• Hold Partners accountable for Wiz 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 communicate follow up strategy
• 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