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Regional Partner Manager - Germany

Wiz

Wiz

Administration
Germany · Remote
Posted on Thursday, May 30, 2024

Come join the company that is reinventing cloud security and empowering businesses to thrive in the cloud. As the fastest-growing startup ever, Wiz is on a mission to help organizations secure cloud environments that will accelerate their businesses. Trusted by security teams all over the world, we have a proven track record of success and a culture that values world-class talent.

Our Wizards from over 13 countries work together to protect the infrastructure of our hundreds of customers, including over 40% of the Fortune 100, who trust us to scan and secure over 230 billion files daily. We’re the leading player in a massive and growing market, but it’s still early enough for you to make a significant impact. At Wiz, you’ll have the freedom to think creatively, dream big, and use your full range of skills to contribute to our record growth. Come join our team and help us create secure cloud environments that allow the best companies to move faster.

SUMMARY
We’re looking for a Regional Partner Manager (RPM) - DACH. In this role, you will report to the RVP, Channels and Alliances EMEA, and work alongside a team of Wizards in the region. You will be focused on building scalable routes to market with all partners in your region to reach customers and solve their cloud security challenges. You will help us design, build, and execute a successful channel strategy across the region.
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).

If your experience is close but doesn’t fulfill all requirements, please apply. Wiz is on a mission to build a special company. To achieve our goal, we are focused on hiring Wizards with different backgrounds, perspectives, and experiences.

Wiz is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

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