Strategic Partner Manager, Growth

Wiz, Inc.

10h

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 Wiz is looking for a Strategic Partner Manager and CSP co-sell specialist to join us in spreading the power of Wiz, specifically within our SMB/Commercial and Startups segment. This role requires a strategic thinker with the ability to develop strong relationships with Wiz’s CSP partners. An understanding of cloud alliances, CSP solutions and business development is critical. You will report to the Americas Director of CSP Alliances and work alongside a team of Wizards focused on building scalable routes-to-market through Azure, AWS, and Google Cloud to reach customers and solve their cloud security challenges. You will help us design, build, and implement a successful regional plan aligned to our North America revenue goals and a co-sell strategy, including enablement and scalable revenue-generating programs.

Requirements

A minimum of 3+ years of experience building partnership programs and relationships with at least one of the CSPs in AWS, Azure, Google Cloud, etc.
A deep understanding of the CSPs’ respected marketplaces and ecosystems
Process Oriented. You pay attention to the details. You know your SFDC accounts. You know the CSP pipeline management portal
A Matchmaker. You know how to find the right partner for the right opportunity
A Team Player. Selling is a team sport, and the field is our customer. You were your previous Field teams "go to" partner person
You know how to earn, build, and maintain trust
Happy and willing to travel up to 40% of the time (domestic) as needed
Experience in building relationships and scaling them
SaaS Channel Experience
Consistently hit your target year after year
Cloud Service Provider Marketplace experience

Nice To Haves

Experience working with the traditional channel, SIs and GSIs
Experience working with cloud native consulting partners
Security/Cloud-Security Domain expertise
Cloud Domain expertise
Successful SaaS Start-up experience
CSP Cloud Practitioner
Have worked with Tackle.io and SFDC

Responsibilities

Identify strategic partners within Azure, AWS, and Google Cloud and work closely with the Wiz sales, channel, strategy and global alliance teams to focus on growing our business opportunities together with the CSPs in the SMB and Startups segment.
Manage the national CSP plan for Wiz’s SMB and Startups team (also known as Growth)
Develop and maintain strong relationships with key stakeholders at Azure, AWS, and GCP
Work with Wiz’s sales teams to identify top pipeline and ideal customer profile prospects and map to CSP sales and marketplace teams
Lead the strategy for account-based co-sell opportunities; present to CSP audiences our “better together” story (lead gen) on team calls and at CSP offices across targeted geos
Ongoing field enablement to the Wiz sales and field teams
Identify opportunities to partner closely with the technical teams to merge the strategy for both commercial and solution architect CSP teams
Work with our channel team to develop a triparty demand gen, field and transactional strategy (CPPO, MPO, MCPO)
Collaborate with cross-functional teams to create and implement various field marketing initiatives with CSPs, go-to-market strategies, and MDF/co-branded programs.
Identify, create and distribute vertical win-stories and use cases

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