Overview
You build and run enablement programs for Wiz's partner ecosystem—resellers, system integrators, and cloud service providers (GSIs, regional VARs, managed security providers) who sell Wiz's cloud security platform alongside their own services. You translate Wiz's internal GTM materials into partner-facing content, design sales plays that partners can actually execute, and figure out how to train partners on new product launches. Most of your time is spent creating content, coordinating with product marketing and partner account managers, and trying to get partners to actually use what you build.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Partner/Channel Enablement |
| Sales Motion | Partner-channel focused |
| Deal Complexity | Consultative (enabling partners who sell enterprise deals) |
| Sales Cycle | N/A (you enable others who sell) |
| Deal Size | N/A (partners sell deals typically $100K-1M+ in cloud security) |
| Quota (est.) | No direct quota - measured on partner activation, content usage, certification completion |
Company Context
Stage: Late-stage growth (recently announced Google partnership, rapid expansion)
Size: 3,293 employees
Growth: Hiring aggressively, building out partner infrastructure after hitting scale
Market Position: Fast-growing cloud security platform competing in a crowded but hot market (every enterprise needs cloud security)
GTM Reality
Partner Motion:
- Wiz sells both direct and through partners (resellers, cloud service providers, GSIs)
- Recent Google partnership suggests major cloud provider integrations becoming more important
- Partners range from large GSIs (who want strategic co-sell plays) to regional VARs (who need simple pitch decks)
- Many partners sell competing cloud security tools - you're fighting for mindshare
Internal Stakeholders:
- Partner account managers (PAMs) who own partner relationships and want you to make their lives easier
- Product marketing who creates content for direct sales that you need to translate
- Product teams launching features who don't always think about partner implications
- Sales leadership who wants partners driving more pipeline
Competitive Landscape
Main Competitors: Likely Palo Alto (Prisma Cloud), CrowdStrike (Falcon Cloud Security), Orca Security, and other cloud security platforms
How They Differentiate: Wiz emphasizes agentless deployment, unified visibility across code/CI-CD/cloud, and graph-based risk prioritization
Partner Challenges: Partners often carry multiple cloud security vendors and will push whatever's easiest to sell or has the best comp
Your Job: Make Wiz the easiest platform for partners to understand, pitch, and implement
What You'll Actually Do
Time Breakdown
Content Creation (40%) | Stakeholder Coordination (30%) | Partner Training (20%) | Reporting/Admin (10%)
Key Activities
- Translating GTM Content: Take internal sales decks, competitive battle cards, and product one-pagers and rewrite them for partners who don't know the product as well as direct reps. You're simplifying technical concepts and removing Wiz-specific internal context.
- Building Sales Plays: Create step-by-step partner sales plays (discovery questions, demo flows, objection handling) that partners can actually execute. Most partners won't read a 50-page guide, so you're making plays simple and prescriptive.
- Coordinating Product Launches: When Wiz launches a new capability, you figure out how partners should talk about it, what training they need, and what content to create. You're often working backward from a launch deadline with incomplete information.
- Running Training Sessions: Lead webinars and workshops for partner sales teams. Attendance is often lower than you'd like, and technical depth varies wildly (some partners have security experts, others have generalist reps).
- Measuring What Sticks: Track which content partners actually use, who completes certifications, and whether enabled partners drive more pipeline. Data is usually messy and attribution is hard.
The Honest Reality
What's Hard
- Partners don't always engage with your content - you build a comprehensive sales play and three partners actually use it
- Balancing depth vs simplicity - technical partners want deep product details, generalist partners want simple talk tracks
- Constant context-switching between partner tiers (enterprise GSIs need different content than regional VARs)
- Product launches happen fast and you're often scrambling to create partner materials post-launch
- Measuring impact is fuzzy - hard to prove your enablement drove specific partner wins
- Internal stakeholders all have opinions on what partners need but haven't talked to partners recently
What Success Looks Like
- Partner certification completion rates increase (though this is a vanity metric if certified partners don't sell)
- Partner-sourced pipeline grows and enabled partners close deals faster
- PAMs stop asking you for custom one-off materials because your standard content works
- Partners reference your sales plays in real deals and give feedback that improves them
- New product launches include partner enablement from day one instead of as an afterthought
Who You're Enabling
Partner Types:
- Global System Integrators (Accenture, Deloitte, etc.) - want strategic co-sell plays and exec briefings
- Cloud Service Providers (AWS/Azure/GCP partners) - need integration stories and cloud marketplace plays
- Regional VARs and resellers - want simple pitch decks and demo scripts
- Managed Security Service Providers - need operational/technical implementation guides
What They Care About:
- How easy is this to sell? (Do they need to become cloud security experts or can they learn enough in an hour?)
- What's the comp structure and deal registration process?
- How does this fit with other products they sell? (Most carry multiple security vendors)
- Will Wiz support them on deals or are they on their own after enablement?
Requirements
- 3-5 years in partner/channel enablement or partner marketing, ideally in B2B SaaS
- Experience working with technical products (cloud, security, infrastructure) - you need to understand what you're enabling on
- Understanding of how partner GTM works (deal registration, co-selling, MDF, partner tiers)
- Strong content creation skills (sales decks, one-pagers, playbooks, training videos)
- Comfort with ambiguity - you'll often be figuring out what partners need without clear requirements
- Stakeholder management skills - you're coordinating across product marketing, PAMs, and product teams who all have different priorities
- Bonus: Experience with multi-product platforms (Wiz has multiple modules, partners need to know when to position each)