Regional Partner Manager, New England

SUMMARY  

We’re looking for a Regional Partner Manager (RPM), New England, to join us in spreading the power of Wiz supporting our Central Majors & Enterprise sales segments. In this role, you will report to the Channel Director – East Region, 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.     

We are focused on candidates located in Boston. 

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  

• You’re process oriented. You pay attention to the details. You update your SFDC accounts. Your previous Sales Operations Teams love you.  
• You’re a Channel Matchmaker. You know how to find the right partner for the right opportunity.  
• You’re 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.  
• A consistent track record of meeting and exceeding targets.   
• Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc.) 

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Last updated on Aug 28, 2024