WHAT YOU’LL DO
Relationship:
- 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 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).
