Minimum qualifications
- 8–10+ years of direct experience in partner sales, channel development, or strategic alliances, with a proven focus on MSPs or Global System Integrators (GSIs).
- Domain Expertise: Solid foundation in cloud and security domains.
- MSSP Service Design: Demonstrated success helping partners package, price, and bring managed cloud security services to market.
- Execution Track Record: Consistent history of quota overachievement and predictable pipeline generation in hyper-growth SaaS or cybersecurity environments.
- Executive Presence: Exceptional negotiation, communication, and storytelling skills to engage both C-level executives (CISO/CTO/CEO) and hands-on cloud practitioners.
- Wiz Mentality: Fast-moving, proactive problem solver who thrives amid ambiguity and leads with authentic integrity.
- Travel: Up to 40–50% within North America as needed.
Preferred qualifications
- Physically located in the Central or East Region preferred, but not required.
About the job
This high-impact role reports to the Director of Channel Sales, collaborating directly with dedicated partner sales teams, cloud architects, and product specialists focused on the service provider ecosystem.
Responsibilities
- Drive Revenue & Pipeline: Own and accelerate short- and long-term ARR and pipeline targets across designated Managed Service Provider (MSP) accounts.
- End-to-End Partner Lifecycle: Lead joint go-to-market motions, co-selling, and strategic alignment with partner executives, security practices, and sales teams.
- Build High-Value Managed Offerings: Collaborate with MSPs to integrate Wiz into their managed detection, compliance, and cloud governance service catalogs
- Field Alignment: Partner with Wiz Account Executives and extended channel team to drive co-sell opportunities where service providers deliver the services layer on top of Wiz technology.
- Evolve Commercial Models: Work with partner operations and product teams to refine MSP-specific multi-tenant capabilities, consumption-based billing models, and partner program incentives.
- Strategic Enablement: Educate and certify partner resources on the Wiz value proposition, competitive advantages, and cloud security architecture.
- Governance & Growth: Build bi-directional business plans, conduct quarterly business reviews (QBRs), and manage executive briefings with key partner leadership.