17. Will Tomlins, RVP of Mid-Market & Enterprise at Wiz - Why "Pain and Champion" Still Wins Enterprise Sales

Will Tomlins is Regional Vice President of Mid-Market and Enterprise Sales at Wiz, the cloud security platform Google acquired for roughly $32 billion in the its largest acquisition to date. He spent almost 11 years at Canon, then three years at AWS leading commercial and financial services sales teams. He joined Wiz in June 2025, weeks after the Google deal was announced, and was still there nine months later when it actually closed. Will breaks down why "pain and champion" remain the two things every deal lives or dies on, even inside a MEDDPICC, playbook-driven org like Wiz, and why deals that tick every box on paper still die without the EQ to find them. He talks about how buyer conversations have shifted from passive infrastructure security to visibility and governance as Wiz pushes into AI security, tracking developers who deploy code and adopt AI tools without anyone signing off. He also explains "clock speed," his own hiring bar for how fast someone learns something and puts it into practice the same day, over people who just show up with big numbers on their resume. He also gets into why he still sits in on economic-buyer meetings and no-go conversations as an RVP instead of stepping back, the two Wiz values, "win together" and "lead by example," that actually show up inside deals rather than on a slide, and the risk balance between company and employee he thinks is the real ingredient behind reps doing unbelievable things. If you're leading enterprise sales through long, multi-stakeholder cycles, trying to figure out what AI is actually doing to cybersecurity buying, or thinking about what's left for sales leaders to teach once the process is automated, this one's worth your time.