WHAT YOU’LL DO
- 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
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
- 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.
- 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).
