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

Inside The Pipeline: B2B Sales and GTM · Aug 11, 2026 · 33m

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…