Director, Strategic Partners - SI - job 1 of 2

As the Director, Strategic Partners - SI at Wiz, your main responsibilities include driving new business opportunities with the world’s largest system integrators, collaborating cross-functionally with internal and external teams, and developing a comprehensive GTM strategy. You’ll also be expected to manage business relationships effectively and ensure that our sales and service strategies align to enhance performance.

To qualify for the Director, Strategic Partners - SI position at Wiz, candidates should have a proven background in sales to systems integrators, a track record of consistently exceeding quotas, and experience in cross-functional collaboration within high-growth SaaS organizations. A BS or BA degree is preferred, along with superb organizational skills and a history of developing effective sales strategies.

During the interview process for the Director, Strategic Partners - SI role at Wiz, you can expect a thorough evaluation of your past sales experience, understanding of systems integrator dynamics, and interpersonal skills. There will be a focus on your ability to drive results and collaborate with multiple teams, so come prepared to discuss specific examples of your achievements in driving new business.

Wiz is committed to supporting employee development through various means including comprehensive training programs, mentorship opportunities, and a culture that encourages continuous learning and creative thinking. As a Director, you will have the freedom to implement your ideas and strategies, contributing not only to your personal growth but also to the overall success of Wiz.

Wiz stands out as a fantastic workplace for the Director, Strategic Partners - SI because it’s not only a leader in the rapidly evolving cloud security market but also a company that values innovation and collaboration. The environment fosters flexibility, and work-life balance, and offers competitive benefits, allowing you to thrive both personally and professionally.

When preparing to answer this question, focus on specific examples of past successes. Highlight the strategies you used to build relationships with systems integrators, the types of solutions you sold, and the outcomes of your efforts. Sharing metrics or specific accomplishments can greatly improve the impact of your response.

It's important to emphasize your approach to relationship-building, which may involve regular communication, understanding their business needs, and providing value at every opportunity. Share techniques that have worked for you in the past, such as setting regular check-ins or adapting your communication style to fit the partner's culture.

Discuss the key performance indicators you monitor, such as revenue generated, number of new leads, customer satisfaction scores, and how these metrics influence your strategy. Providing specific examples of how you've used these metrics to drive adjustments in your strategy will demonstrate your analytical skills.

When answering this question, narrate a specific instance that showcases your negotiation skills. Explain the context of the challenge, your approach to finding a win-win solution, and the ultimate outcome. Highlighting your problem-solving abilities and perseverance is crucial.

Talk about your methods for fostering collaboration between sales and technical teams, such as monthly strategy meetings or joint training sessions. Illustrating your experience in ensuring effective communication between these teams can portray you as a facilitator of alignment.

Describe your approach to developing a go-to-market strategy, including market research, competitive analysis, customer feedback, and collaborative input from different departments. Providing a concrete example of a successful GTM initiative you implemented will strengthen your answer.

Discuss how you assess partnership effectiveness and the methods you employ to address underperformance. Whether through direct communication for feedback or adjusting strategies, emphasizing a constructive approach will underscore your strategic mindset.

Use this opportunity to share a specific accomplishment where your efforts led to exceeding sales targets. Discuss the context, your strategy, and how you adjusted your approach to ensure success. Metrics and outcomes will particularly strengthen your response.

Articulate the importance of feedback from partners and customers, demonstrating how you integrate this information into your strategies for improvement. Sharing examples of adjustments made based on feedback would validate your response.

Answer this question by emphasizing the necessity of strategic planning. Discuss how you prioritize both immediate needs and the nurturing of long-term relationships, perhaps by setting incremental goals that support broader partnership growth.