Regional Partner Manager, Public Sector

Wiz, Inc.•Washington, DC

5h•Hybrid

About The Position

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 20 countries work together to protect the infrastructure of our hundreds of customers, including over 50% 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 are seeking a dynamic Public Sector Regional Partner Manager to join our team and help us expand the reach and impact of Wiz. In this role, you will report to the Director of Public Sector Channels and Alliances and collaborate with a team of highly skilled Public Sector professionals. These professionals are structured and trained to address mission-critical security challenges using the power of Wiz. As the Public Sector Regional Partner Manager, you will be responsible for strategically executing a comprehensive strategy to build robust business practices with our key partnerships. This role demands a strategic mindset and a proven track record in managing and growing public sector relationships. We only focus on candidates in Maryland/ Virginia/ Washington D.C., but we support both remote and hybrid models in this location.

Requirements

7+ years of U.S. Public Sector Channels experience
Proficiency in the following:
SFDC: Forecasting, account management,
Microsoft Office: Outlook, PowerPoint, Excel, SharePoint
Relationship Building:
Building and maintaining strong relationships with partners
Understanding partner needs and aligning them with company objectives
Business Planning:
Can navigate a business plan effectively and execute against it
Effectively executing account mapping that leads to successful end-user meetings
Deep understanding of the full partner ecosystem
Candidates must meet EAR part 772 and ITAR 120.15 definition of a U.S. person (Any individual who is granted U.S. citizenship; or any individual who is granted U.S. permanent residence (green card holder); or any individual who is granted status as a “protected person”) and that they reside in the contiguous United States.
Applicants must have the legal right to work in the country where the position is based, without the need for visa sponsorship. This role does not offer visa sponsorship.

Nice To Haves

SaaS Startup experience is preferred

Responsibilities

Partner Planning:
Wiz value proposition to assigned partners
In collaboration with partner leaders at assigned partners, develop a joint partnership strategy and GTM plan that includes investments in:
Practice Development
Co-selling
Sourcing Wiz business
Developing industry best practices, establishing Wiz as the best offering to secure all cloud-based solutions, and successfully contributing to Wiz's growth and adoption.
Cultivate partner offerings and solutions to drive customer engagement and adoption of Wiz - Code/Cloud/Defend
Partner Management:
Manage a portfolio of assigned partners focusing on the following key Areas:
Go-To-Market fit
Business Planning
Executive Alignment
Technical Alignment
Marketing Alignment
Collaborate with the internal Wiz sales processes and resources to execute (said) sub-bullets in the partner planning requirements for assigned partners.
Lead quarterly business reviews (QBRs) and iterate joint plans quarterly for assigned partners.
Assist in driving the execution of partner programs and initiatives.
Manage the day-to-day needs of assigned partners, including:
Deal Registration Review of all opportunities
Reviewing MDF requests
Proper use and assignment of partner incentives
Connecting partners to Wiz resources
Monitor partner compliance with Wiz Partner Programs and partner agreements
Joint Activity:
Collaborate with regional Wiz teams and leaders to develop joint opportunities that expand each partner's - - - Wiz -related practice, revenue (sourcing and co-selling), and solutions
Coordinate Wiz teams (e.g., Partner Program, Partner Marketing, Field Sales, etc.) in support of joint partner plans
Match partner services capabilities to build GTM offerings and match with opportunity-specific needs
Facilitate account and opportunity mapping between Wiz field sales and assigned partners to accelerate and amplify Wiz revenue growth and adoption
Represent Wiz at partner events
Partnering Best Practices:
Adopt partner-related best practices.
Foster a regular meeting cadence between assigned partners & Wiz stakeholders.
Ensure effective and timely bi-directional partner communications
Stay abreast of competitive products, technologies, and industry trends.
Driving Results
Drive the growth of Wiz investment within each assigned partner organization
from among the following:
Quarterly demand generation programs
Number of certifications
Wiz practice capacity
Wiz-specific solutions
Customer success stories
Attain KPIs to ensure that the goals are met
Deliver Wiz pipeline and revenue through and with assigned partners.
Maintain pipeline and dashboards that communicate assigned partner
contributions to Wiz
Produce weekly forecasts for assigned partners

Benefits

Medical, dental and vision insurance
Home Office Setup reimbursement
Flexible Spending Accounts
Monthly Connectivity reimbursement
Employee Assistance Program (EAP)
Short- and Long-term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan (with employer match)
Flexible paid time off + 11 paid holidays
Paid leave programs, including parental, pregnancy health, medical and bereavement leave