Regional Partner Manager - India

SUMMARY  

We’re looking for a Regional Partner Manager (RPM) to join us and spread the power of Wiz. In this role, you will report to the Director, Channels & Strategic Alliances India and South Asia Region. You will work alongside a team of Wizards building and growing this exciting region, all A-Players selected from the best there can be!  You will be focused on developing and building scalable routes to market for Wiz across all our Regional SI/Cloud Consulting/CSP partners to help solve our customers’ toughest cloud security challenges. The rewards are high and so are the challenges which come with building and standing up a brand in the market. Are you Game!

WHAT YOU’LL DO

• Own relationships for Regional System Integrator partners at an India Region Level.
• Drive the regional partnering strategy to achieve jointly agreed pipeline generation, enablement and partner sourced 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 top 10 RSI partners hence defining partnering strategy for your set of partners.
• Drive and lead the internal enablement on the partner go-to-market and value for the region.
• Drive Account mapping activities with Partner Sellers and Wiz Sellers.
• Top 10 partner Account plans and QBRs, including Wiz local/APJ leadership in the meetings
• Support and contribute to regional and Indiachannel team meetings to present updates on the regional performance and progress.
• Align with field and partner marketing on partner joint marketing budgets (50:50 investments), driving attendance, and executing follow-up strategies
• Share partnering best practices 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. through partners.
• Go-to contact for any partner activities in the Wiz 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
• Solve Mindset - Mission possible, always!!

Tactical Execution:

• Partner Application management and administration
• Own the 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)
• Deal Registration Qualification and Administration
• Manage deals alongside Wiz Sellers to ensure smooth early 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

• Minimum 15 years of channel sales experience
• Consistent track record of meeting and exceeding targets. 
• Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc).
• Creative problem-solving and a knowledge-sharing mindset
• Strong process orientation, attention to detail, and operational excellence
• Channel Leadership. You know how to find the right partners for the right accounts,  engage the right partners for sales opportunities and to achieve regional objectives.
• Team Player. Selling is a team sport. Evidence of strong collaboration with Sales, Pre-sales. Marketing, support, engineering, enablement stakeholders
• Experience in channel recruitment and onboarding.
• SaaS Channel Experience.