Location: United Kingdom (remote) or London, United Kingdom (hybrid)
Minimum qualifications:
- SaaS Channel Experience.
- Experience in channel recruitment and onboarding.
- Consistent track record of meeting and exceeding targets.
- Previous experience co-selling with partners and account executives to deliver new business
- Proven ability to build on repeatable partner playbooks, evidenced by documenting partner onboarding processes or standardising deal registration workflows to accelerate partner-attached revenue
Preferred qualifications:
- Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc.).
- Channel Leadership. You know how to find the right partner for the right opportunity and to achieve regional objectives.
About the job
We’re looking for a Regional Partner Manager (RPM) UK. In this role, you will report to the Director, Regional Partners UKI, 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.
Responsibilities
- 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.
- Gain proactive/reactive account knowledge of cloud spend and commitments, account info, billing contact, etc.
- Serve as the go-to contact for any partner activities 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.
- Manage partner applications, administration, and the Reseller Agreement process while collaborating with Wiz Legal (MNDA, OTRA, master agreements, order forms).
- Deliver the 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 (including spiff promotion and execution).
- Administer and manage incoming ACE deals via Workspan integration in SFDC and Deal Registration Qualification.
- Manage deals alongside Wiz Sellers to ensure smooth partner engagement, track private offers, and work with Partner Operations.
- Support partner team forecasting to ensure proper deal management and engagement in opportunities.
- Provide weekly reports updates to supported teams and leadership.