Senior National Partner Manager

il y a 2 jours

Paris, Île-de-France Wiz Temps plein

SUMMARY 

We're looking for a National Partner Manager (NPM) to work with OCD and Devoteam for EMEA. In this role, you will report to the Sr Director of Channels & Alliance, and work alongside a team of Wizards that focus on how we can build scalable routes to market with the right partners in your segment/region to reach customers and solve their cloud security challenges. You will help us design, build, and implement a successful channel strategy.    

WHAT YOU'LL DO 

Relationship: 

  • Own relationships for OCD/ Devoteam at Regional Level:
  • CSP's, Reseller sales reps, Reseller SE's
  • Drive regional strategy on Regional Resellers
    • Execute Strategy at a regional level for National Partners and CSP's (AWS, GCP, Microsoft)
    • Drive enablement activities for Regional Partners with Partner Sellers and Technical team
    • Support enablement activities for National Partners with Partner Sellers and Technical teams
  • Drive internal enablement with Wiz Sellers on Partner go-to-market and value
  • Develop and Execute Business Plans with managed Partner Accounts
  • Drive Account mapping activities with Regional Partner Sellers and Wiz Sellers
  • Support Account mapping activities with National Partner Sellers and Wiz Sellers
  • Regular Team Meeting cadence to present updates to the Wiz Sales team in region
  • 1:1 with Wiz Sellers and RSD's
  • Best Practice Sharing with Wiz Sellers and Specialist team
  • Own regional partners' cloud strategy on targeted accounts
    • Proactive/reactive account knowledge of cloud spend and commitments, account info, billing contact, etc.
    • Go-to contact for any partner conflict and support in Sales cycles of deals in your region regardless of Partnership type
  • Own escalations to ensure conflict is resolved
  • Hold Partners accountable for External Partner Rules of Engagement
  • Help hold Wiz sellers accountable for Internal Partner Rules of Engagement

Tactical Execution: 

  • Partner Application management and administration
  • Own 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
  • Goal to do 3 events per quarter per region (Wiz/CSP/Partner)
  • 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

WHAT YOU'LL BRING 

  • Process Oriented. You pay attention to the details. You update your SFDC accounts. Your previous Sales Operations Teams love you. 
  • A Channel 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" channel person. 
  • 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).

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