CSP Strategic Partner Manager- APJ

Details

• Identify strategic partners within Azure, AWS, and Google Cloud and work closely with the Wiz sales, channel and global alliance teams to focus on growing our business opportunities together with the CSPs
• Manage the regional CSP plan for APJ and executive engagement with CSP business stakeholders in the region. Build plans tailored to key countries in the region and collaborate with the channel ecosystem
• 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, lunch and learns at CSP offices across targeted geos
• Identify opportunities to partner closely with the technical teams to merge the strategy for both commercial and solution architect CSP teams
• Plan and support QBRs and EBCs on a regional and global level
• Work with our channel team to develop a triparty demand gen, field and transactional strategy (CPPO, MPO, MCPO)
• Collaborate with cross-functional teams to support regional CSP field events- strategic and local
• Identify, create and distribute vertical win-stories and use cases
• A minimum of 5+ years of experience building partnership programs and relationships with at least one of the CSPs in AWS, Azure, Google Cloud, etc.
• 10+ years of experience working in GTM for SaaS companies
• 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
• 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