Wiz

• Demonstrate an intimate understanding of Wiz Cloud Security Solutions and their value to our customers • Demonstrate ability to position and advise to CISO level executives with industry Point-of-View business insights; Continue to listen, build and grow executive relationships with customers • Develop and close business to consistently meet or exceed quarterly sales quotas, in a way that reflects Wiz values • Align with Wiz partner ecosystem to optimize market opportunity • Maintain accurate pipeline management with expert-level forecasting • Build effective working relationships with Solutions Engineering, Customer Success, Product, Marketing, Delivery, and Executive teams to ensure strategy alignment and achieve company objectives

• Act as a strategic people manager and a senior execution leader. • Drive the delivery of complex, cross-functional security and technology initiatives. • Partner closely with leaders within the CISO / CIO team and across key Wiz functions. • Recruit, develop, and manage a world-class team of Technical Program Managers. • Lead high-stakes programs yourself.

• Take ownership of diverse projects and initiatives with a primary focus on cloud security, collaborating with core account groups (Sales, Support, Success), product/engineering teams, and customer teams. • Interface and influence key stakeholders, ensuring effective communication and collaboration throughout the project lifecycle, particularly emphasizing security best practices. • Establish a deep understanding of the customer’s business vision, culture, and processes with a keen focus on cloud security requirements. • Build and grow strong relationships across the org from the day-to-day technicians to the CISO level. • Evangelize Wiz value, influencing customers to adopt the right secure solutions at the right time. • Ensure the guidance from Wiz (documents, support, TAM, product team, etc) is understood and executed by the customer, while advocating internally at Wiz on behalf of customers to ensure their security needs are met. • Leverage your communication skills and extensive PM experience with large-scale transformations to guide customers post onboarding through their stages of Wiz adoption with a strong emphasis on implementing and maintaining robust cloud security practices. • Innovatively solve customer security challenges through the introduction of new ideas, tools, and mechanisms while overcoming any political blockers internal to the customer. • Collaborate with the Customer Account team to identify and pursue strategic cloud opportunities, specifically those related to cloud security enhancements by deepening product use or expanding to new business units. • Provide support through TCO analysis and business case assessments, ensuring alignment with customer security objectives. • Understand tool ecosystem and provide options for tool consolidation and deepen Wiz value. • Accelerate the customer’s cloud security adoption journey with a specific focus on defining key milestones, removing blockers, and implementing processes to ensure secure workload migrations. • Drive customer enablement by defining a comprehensive training strategy to upskill technical and non-technical roles across the customer's organization with a strong emphasis on cloud security awareness. • Implement effective governance structures to govern the partnership with the customer, placing a high priority on the security aspects of the partnership and the customer’s adoption of Wiz.

• Provide customers with expert guidance on deployment, operational best practices, and assist in establishing a Wiz Center of Excellence. Serve as the primary Wiz liaison for technical questions or escalations, collaborating with Support, Product Management, and other relevant teams. Contribute to workshops aimed at helping customers unlock the full value of the Wiz platform. • Develop trusted advisor relationships and establish a regular cadence with customer stakeholders from practitioners to C-level, with a focus on increasing adoption, ensuring retention, and fostering satisfaction. • Help customers develop Success Plans, outlining critical goals and key performance indicators, and provide guidance in achieving these objectives. Measure customers’ achievement of these key performance indicators and report those both internally and externally. • Identify and address technical issues to ensure high levels of customer satisfaction. Collaborate with Engineering and Support teams to resolve technical escalations quickly and efficiently. • Advocate for customer needs across various departments (product management, support, etc). Offer insights regarding the availability of new features in Wiz. Program manage account escalations effectively. • Collaborate with the Wiz Sales and Renewal teams to secure contract renewals. Assist in identifying opportunities for expanding Wiz usage across the customer’s organization. • Maintain up-to-date functional and technical knowledge of the Wiz platform. Continuously monitor news related to new & emerging cloud security threats. Grow your knowledge of the Wiz ecosystem (Cloud Service Providers, Technology partners, etc)

• Deliver compelling technical demos, workshops, and enablement sessions that empower partners to uncover and drive Wiz opportunities. • Drive partner technical competency by guiding them through accreditations, certifications, CTFs, and ongoing enablement programs. • Serve as a trusted technical advisor to partners, helping them understand and articulate customer cloud and application security challenges and how Wiz uniquely solves them. • Provide hands-on assistance with partner opportunity qualification, technical validation, and customer-facing engagements. • Accelerate co-sell execution through close collaboration with Wiz Sales, SEs, and Partner teams to interlock on joint territory plans, account strategies, and pipeline development. • Evangelize Wiz confidently at partner executive briefings, industry events, and technical conferences. • Ability to travel up to 50%.

• Drive strategy for our Partners in the UK&I • National operating model management: Strategic Partner Business Plans (executive partner ownership, practice building, enablement at scale, marketing programs at scale, and north of 35% partner-sourced business) • Lead a team of partner managers who own relationships with our top Strategic UK Partners • MOU partner investments: Execution and ongoing accountability of joint investments and attainment • Insertion points: Identify, build, and launch relevant pre/post sales insertion points to accelerate access & adoption of the Wiz platform • Drive and support enablement activities with partner sellers and technical teams • Own escalations to ensure conflict is resolved • Develop and maintain relationships with key partner executives to ensure long-term partnerships and customer satisfaction • Stay up to date with industry trends and best practices in sales and use this knowledge to inform sales strategy and tactics • Manage the sales pipeline, forecast sales, and report on sales performance to executive leadership • Demonstrate an intimate understanding of Wiz Cloud Security solutions and their value to our customers • Develop and execute a comprehensive sales strategy that aligns with the company's goals and objectives

• Handle the quote-to-close process for renewals 120 to 90 days in advance of renewal due date • Achieve or exceed quarterly revenue goals, tied to retention, growth and term extension of existing customer contracts • Partner with Customer Success to assess customer health and drive the appropriate renewal solution • Maintain and report an accurate forecast of renewals within assigned book • Manage the renewal process for multiple commercial customers concurrently and be comfortable with maintaining organization through scale • Escalate whenever appropriate to help resolve customer concerns • Identify “at-risk” renewal clients before renewal date and escalate to appropriate team members, mitigate contraction and churn within all deals • Develop and maintain strong relationships with our channel and alliance partners in order to identify and close joint opportunities • Collaborate cross functionally with Legal and Deals Desk as applicable • Recommend and contribute to process improvements

• Own the end-to-end RFP response process, from initial intake through submission and follow-up • Maintain and manage the RFP calendar, tracking deadlines and coordinating resources across multiple concurrent proposals • Conduct go/no-go analysis for incoming RFPs, assessing strategic fit and win probability • Develop and maintain proposal templates, boilerplate content library, and response databases • Coordinate with Sales, Legal, Product, Engineering, Security, and Compliance teams to gather accurate, comprehensive responses • Write, edit, and refine proposal content to ensure clarity, accuracy, and alignment with customer requirements • Translate technical cybersecurity capabilities and legal terms into clear, persuasive language • Ensure all proposals maintain consistent messaging, branding, and compliance with company standards • Review and update standard security questionnaire responses, NDAs, and other routine documentation • Conduct quality reviews of all proposals before submission • Partner closely with Legal team members to ensure accurate representation of contractual terms, SLAs, and liability provisions • Maintain up-to-date knowledge of relevant compliance frameworks (SOC 2, ISO 27001, GDPR, CCPA, etc.) • Coordinate responses to security assessments and compliance questionnaires • Support contract negotiations by providing proposal-related documentation and clarifications • Continuously improve RFP response processes, tools, and timelines • Maintain a comprehensive knowledge base of product capabilities, security controls, and compliance certifications • Conduct win/loss analysis and implement lessons learned • Train team members on RFP best practices and tools • Track and report on RFP metrics, including volume, win rates, and response times

• Lead, mentor, and motivate a team of CEMs working with our most strategic customers. • Provide the team with tactical and strategic guidance to ensure delivery of exceptional service, value realization, and project execution strategies to customers in your region. • Actively manage and serve as the primary CEM for a small targeted portfolio of Strategic Accounts. • Drive CEM strategy and customer deliverables to continuous grow impact of your team. • Achieve or exceed quarterly revenue goals, tied to retention, growth, and adoption. • Maintain and report accurate customer health and project status within region while collaborating with sales peers. • Work with TAM leaders to drive customer outcomes and develop a culture of collaboration, learning, and success. • Identify and activate strategies to proactively identify and grow value within accounts. • Collaborate effectively cross functionality with key teams including Deal desk, Legal and Operations. • Act as an escalation point for team around at-risk customers

• Lead, mentor, and motivate a team of CEMs working with our most strategic customers. • Provide the team with tactical and strategic guidance to ensure delivery of exceptional service, value realization, and project execution strategies to customers in your region. • Actively manage and serve as the primary CEM for a small targeted portfolio of Strategic Accounts. • Drive CEM strategy and customer deliverables to continuous grow impact of your team. • Achieve or exceed quarterly revenue goals, tied to retention, growth, and adoption. • Maintain and report accurate customer health and project status within region while collaborating with sales peers. • Work with TAM leaders to drive customer outcomes and develop aculture of collaboration, learning, and success. • Identify and activate strategies to proactively identify and grow valuewithin accounts. • Collaborate effectively cross functionality with key teams including Deal desk, Legal and Operations. • Act as an escalation point for team around at-risk customers