Regional Partner Manager - SEA

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Claude Grok

Perplexity Google

About the Company

Wiz is one of the fastest-growing startups ever, redefining security for the AI era. The organization enables teams to secure cloud and AI applications by connecting code, cloud, and runtime into a single shared context. Trusted by security teams worldwide, Wiz has a proven track record of success and a culture that values world-class talent. Powered by Google, Wiz offers customers an AI-powered platform that harnesses Google's Threat Intelligence and Security Operations to better detect, prevent, and respond to threats across all environments. Wizards from all over the globe work together to protect customers' infrastructure, including over 50% of the Fortune 100, who trust Wiz to scan and secure over 230 billion files daily.

Role Overview

The Regional Partner Manager - SEA will report to the Director, Regional Partners - SEAK, and work alongside a team of Wizards in the region. This role focuses on building scalable routes to market with all partners in the region to reach customers and solve their cloud security challenges. The successful candidate will help design, build, and execute a successful channel strategy across the region.

Responsibilities

Own relationships for all partners at a Regional Level and drive Commercial business.
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 develop a joint business plan for the regional partnering strategy.
Drive and lead internal enablement for the partner's go-to-market and value in 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 by presenting updates on regional performance and progress.
Share best practices for partnering with Wiz Sellers and Specialist teams.
Influence the regional partners' cloud strategy on targeted accounts.
Maintain proactive/reactive account knowledge of cloud spend and commitments, account info, billing contact, etc.
Serve as a go-to contact for any partner activities support in the sales cycle of deals in the region, regardless of Partnership type.
Own escalations and ensure any challenges are resolved.
Hold Partners accountable for Wiz Partner Rules of Engagement.

Tactical Execution

Partner Application management and administration
Own the Reseller Agreement process while collaborating with Wiz Legal
Manage MNDA, OTRA, master agreements, and 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 the follow-up strategy
Manage available budgets (and spiff promotion, execution)
ACE management of Incoming ACE deals via Workspan integration in SFDC
Deal Registration, Qualification, and Administration
Manage deals alongside Wiz Sellers to ensure smooth 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

Requirements

Process Oriented. Attention to detail.
Channel Leadership. Ability to find the right partner for the right opportunity and to achieve the regional objectives.
Team Player. Understanding that selling is a team sport.
Experience in channel recruitment and onboarding.
SaaS Channel Experience.
Consistent track record of meeting and exceeding targets.
Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc).
Legal right to work in Singapore without the need for visa sponsorship.

Equal Opportunity

Wiz is an equal opportunity employer. Wiz does not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.