Strategic Partner Manager, PubSec

To qualify for the Strategic Partner Manager position at Wiz, you should have at least 7 years of experience in go-to-market roles within SaaS organizations and 5 years specifically managing partnerships with major Cloud Service Providers like AWS, Azure, and GCP, particularly focusing on the Public Sector. A strong track record of building successful relationships and a deep understanding of cloud marketplaces and procurement processes are also essential.

As a Strategic Partner Manager at Wiz, you will evangelize our value proposition to public sector partners, build strategic partnership plans, and drive collaborative go-to-market motions. Your role includes managing partner execution of joint campaigns, ensuring pipeline growth through active opportunity mapping, and representing Wiz at industry events to showcase our joint successes.

Wiz supports its Strategic Partner Managers by providing access to cross-functional teams that include sales, marketing, and partner management. You'll have resources to develop scalable sales engagement plans, execute campaigns, and leverage internal tools for tracking performance and pipeline contributions, ensuring you have everything you need to foster strong partnerships.

At Wiz, your career growth as a Strategic Partner Manager is boundless. You'll gain exposure to leadership through your collaborative efforts with internal teams and partners, potentially leading to advanced roles in higher management or specialized areas within cloud security and partnerships as the company scales and expands.

Successful Strategic Partner Managers at Wiz exhibit strong organization and process-driven mindsets, exceptional communication skills, and a capability for cross-functional leadership. Being results-oriented and possessing deep knowledge of CSP partnerships, especially in the Public Sector, also significantly contributes to success in this role.

To build strong partnerships with Cloud Service Providers, I focus on understanding each provider's unique strengths and value proposition. This involves crafting a tailored approach that emphasizes our collective goals, ensuring alignment between Wiz's objectives and the CSP's capabilities. Regular communication and collaborative planning sessions are also key.

In a past role, I successfully launched a go-to-market strategy that involved collaborative campaigns with a major CSP. By aligning our marketing efforts and co-developing content, we achieved significant brand visibility and increased pipeline by over 30%. I made sure to track KPIs, allowing us to adjust our strategy in real-time for optimal results.

I have over five years of experience managing relationships with Federal and SLED partners, where I navigated the procurement processes and built tailored solutions. This background equips me to effectively engage these partners, understand their unique needs, and drive impactful cloud solutions.

Ensuring alignment requires open communication and structured collaboration. I hold regular meetings to update both field sales and partner teams on current opportunities and strategies. Using tools like Salesforce to track progress, I ensure everyone is on the same page and can leverage collective resources effectively.

To drive pipeline growth, I would identify key joint initiatives with CSPs, create targeted marketing campaigns, and actively monitor opportunity mapping. It’s essential to align our sales approach with our partners to identify collective touchpoints and ensure incentives are in place to motivate engagement.

Measuring partnership success involves closely monitoring KPIs such as sourced revenue, deal registrations, and co-sell execution rates. Additionally, gathering and analyzing customer success stories and case studies helps demonstrate the real-world impact of our partnerships.

Communication is crucial in partner management. I prioritize transparency and clarity by establishing regular check-ins, sharing feedback promptly, and celebrating successes together. This builds trust and fosters a collaborative environment that drives results.

In a previous partnership role, we faced resistance from a CSP partner regarding co-selling efforts. I arranged a series of meetings to address their concerns, emphasizing the mutual benefits of collaboration. By aligning our goals and rebuilding trust, we successfully launched joint campaigns that significantly increased sales.

I stay updated on industry trends by subscribing to relevant podcasts, following thought leaders in cloud security, and attending industry conferences. Networking with peers also provides insights that help me remain competitive and informed about best practices in partnership management.

I have extensive experience using Salesforce for pipeline management and reporting. I also utilize other tools like Tackle.io and various analytics platforms to ensure I have a holistic view of all partnership activities and can make data-driven decisions that enhance performance.