Senior National Partner Manager

SUMMARY 

We’re looking for a National Partner Manager (NPM), to join us in spreading the power of Wiz supporting our Enterprise & Majors sales segments. In this role, you will report to the Sr Director of Channels & Alliance, 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


• 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).