Regional Partner Manager, Wiz
Cloud security company
Job no longer available
Cloud security company
501-1000 employees
Job no longer available
501-1000 employees
Company mission
To help organizations create secure cloud environments that accelerate their businesses.
Role
Who you are
- 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)
What the job involves
- 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
- 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
- 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
Otta's take
Xav Kearney
CTO of Otta
Originally founded in Israel – a hotbed for rapid growth cybersecurity companies of late – Wiz hit the headlines when it became the world’s fastest growing software company in Summer 2022. Incredibly, the company clocked up $180 million in annual recurring revenue in under two years since launching its first product, boasting major customers like Salesforce, Slack, BMW, and Asos.
It’s impressive enough that the startup was able to attract hundreds of millions in investment so early in its lifespan, but the fact that it was co-founded by a team of former Microsoft executives no doubt helped on this front. However, to generate this kind of revenue so soon is extremely rare.
The company has fueled its growth with aggressive hiring and product expansion, adding modules for Container and Kubernetes security, DSPM, and CDR - enabling organizations to further consolidate their cloud security program into a single, fully comprehensive platform.
Following its early 2023 Series D funding round, the company has reached a $10 billion valuation, officially making it the world's largest cybersecurity unicorn and it is the fastest SaaS company to achieve such a valuation.
Insights
Some candidates hear
back within 2 weeks
Company
Funding (last 2 of 7 rounds)
May 2024
$1bn
SERIES E
Feb 2023
$300m
SERIES D
Total funding: $1.9bn
Company HQ
Chelsea, New York, NY
Founders
Assaf Rappaport
(CEO)Previously co-founded and was CEO of security SaaS Adallom (acquired by Microsoft in 2015). Subsequently spent four years at Microsoft as a General Manager, first of Cloud Security, then R&D Israel.
Ami Luttwak
(CTO)Was the co-founding CTO of Adallom, next joining Microsoft as CTO of the Cloud Security Group, before becoming CTO of R&D Israel.
Yinon Costica
(VP of Product)Was also Adallom's VP of Product. Joined Microsoft as Partner Director of Product Management, Cloud Security after its acquisition of Adallom.
Roy Reznik
(VP of R&D)Is also the Co-founder & Master Distiller at Kataro Distillery. Before this they worked as Principal R&D Group Manager for Microsoft, joining the company from Adallom whom they co-founded.
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