SUMMARY

We’re looking for a Central Majors & Enterprise Regional Partner Manager (RPM), to join us in spreading the power of Wiz supporting our West Commercial sales segment (1500 employees and below – mid-market/SMB). In this role, you will report to the West Channels Director, and work alongside a team of Wizards that focus on how we can build scalable routes to market with the right partners in your segment/region to reach customers and solve their cloud security challenges. You will help us design, build, and implement a successful channel strategy.   

WHAT YOU’LL DO

Relationship:

• Own relationships for Partners at 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 at close
• SFDC hygiene and pipeline management
• 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).