The Playbook Universe Episode 17 | Josh Reiner - The United state of Europe
Apr 25, 2024
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In this conversation, Josh Reiner, VP of EMEA at Wiz, shares his journey from BMC to leading teams in the SaaS space. He emphasizes the significance of clear goals and open communication to unify remote teams, especially during market transitions. Josh reveals how coaching and accountability can drive performance and highlights the value of diversity in fostering innovative ideas. He also discusses navigating cross-cultural leadership challenges, stressing the importance of adaptability and understanding local nuances for success.
Josh Reiner's career journey emphasizes the value of building strong relationships and collaborations across diverse teams and geographies.
He highlights the significance of establishing clear goals and open communication to optimize processes and align global organizations effectively.
Reiner advocates for a culture of accountability and continual learning, focusing on diversity and personal development within high-performing teams.
Deep dives
Career Journey and Recognized Expertise
Josh Rayner shares his extensive career journey, beginning as a legacy representative at BMC and experiencing a reverse takeover by BladeLogic, before moving on to roles at AppDynamics and Zscaler. His deep understanding of diverse market dynamics stems from his varied experiences across multiple companies and geographies, where he learned to navigate the complexities of different cultures and business practices. Rayner emphasizes the importance of establishing strong relationships with leaders and teams to foster collaboration and ensure collective success. This network of relationships has served him well, allowing him to transition smoothly into his current role as the VP of EMEA at Wiz.
Building High-Performing Teams
A significant highlight of Rayner's leadership style is his commitment to nurturing talent from diverse backgrounds, resulting in high-performing teams. He believes in a collaborative approach that prioritizes communication and information sharing among team members and across regions. By focusing on the strengths and experiences of individual team members, he’s able to cultivate an environment where everyone can contribute meaningfully. This philosophy not only enhances team performance but also promotes personal growth for each individual within the organization.
Cultural Nuances in Sales
Rayner underscores the distinct cultural differences that exist between selling in the US and Europe, with an emphasis on relationship-building in the US versus a more reserved and methodical approach in Europe. He acknowledges that successful selling requires understanding regional nuances and adjusting sales strategies accordingly. Rayner also highlights the importance of having well-defined messaging, targeted audience identification, and a clearly articulated value proposition to resonate with European clients effectively. This adaptability has enabled him to excel in various markets and leverage their unique characteristics for business growth.
Trust, Transparency, and Development
A cornerstone of Rayner's leadership philosophy is establishing trust and transparency within his organization. He believes that open communication fosters an environment where teams feel empowered to share ideas and challenges, ultimately leading to better problem-solving. Furthermore, Rayner prioritizes personal development and continuous learning, ensuring that team members engage in regular check-ins to discuss their growth and areas for improvement. This approach not only enhances individual performance but also strengthens team dynamics, as members learn from each other's experiences and insights.
Future Growth and Team Expansion
Looking ahead, Rayner outlines ambitious plans for expanding Wiz's presence across EMEA, aiming to significantly increase the size of the sales team. He emphasizes the need to hire exceptional talent while fostering a culture of collaboration and support. By empowering team members to take ownership of their roles and encouraging them to explore various facets of the business, he sets the stage for organic growth and success. The strategic approach he adopts is designed to create a cohesive unit that not only drives revenue but also elevates the overall performance of the organization within the competitive market landscape.
The podcast episode profiles Josh Reiner, current VP of EMEA at SaaS company Wiz. He discusses his career path, having started at BMC where he was part of a reverse takeover by BladeLogic. Josh then transitioned to roles at AppDynamics and Zscaler, learning valuable lessons about collaboration under executives like Dally Rajic.
Establishing Clear Goals and Optimizing Processes
As the leader of Zscaler's UK team, Josh emphasized the importance of having a shared vision. Their goal was to gain 3 million users on the platform. To work as one global organization, he optimized handoffs between teams through open communication and incremental weekly improvements. By publishing regular updates on progress, the entire company remained aligned.
Driving Accountability and Continual Learning
Josh stresses that frequent coaching sessions and publishing performance metrics kept employees accountable to goals. This also supported continual self-improvement. He looks for candidates willing to learn when hiring and prioritizes diversity to foster new perspectives in teams.
In Summary
Through empathetic leadership, Josh achieved significant growth while unifying remote functions. His insights offer a blueprint for maximizing collaboration across borders and building high-performing global organizations.
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