D&R Sales Technical Advisor (Massachusetts) at Rapid7
Rapid7 is seeking a motivated individual to join our D&R Practice as a Sales Technical Advisor. As part of the practice management team, the Sales Technical Advisor is responsible for partnering with our Go to Market Team to help our prospective and current customers meet their security solution needs.
They will partner closely with the Go-To- Customer (GTC) teamand SE Specialists team to provide enablement for Rapid7 sales, sales engineering and partners. They will also partner with the GTC team to support new feature releases and validate the messaging aligns with the value they will provide to our customers.
By operating as an escalation point into the Practice for the sales and sales engineering organizations during pre-sales engagements, the Technical Advisor will provide guidance to teams working on deals with high complexity or strategic importance. They will partner with the sales teams to set clear expectations with customers and be vigilant in ensuring that technical solutions capture the customer requirements and will deliver excellent experiences.
The Sales Technical Advisor will work closely with the Practice leaders to create processes that collect feedback from the field (Pre & Post Sales), translate that feedback to customer experience and product requirements, and provide the necessary context to provide customer context to the prioritization process to drive product and experience road maps. They will also be critical in providing regular and transparent communication regarding the outcomes of that prioritization back to the field and customers.
The Sales Technical Advisor will act as a technical competitive resource, working with the practice product and GTC teams to help us understand how competitors are solving problems for our customers from a technical standpoint and how we can build and position solutions in the context of market dynamics.
Owns the process for extracting insights from win-loss data to inform product and go-to-customer prioritization.
Align efforts between field organizations, professional services, and support to accelerate resolution of customer technology escalations. Identify opportunities for product and process improvements to better serve customers
Act as a point of escalation to provides guidance to sales and sales engineering teams seeking to confirm that solutions meet the prospect’s requirements in complex or strategic deals and supports those teams as needed
Delivers presentations and participates in conferences to evangelize products offerings and facilitate customer interaction and technology adoption.
Acts as the voice of the channel within the Practice Leadership Team
Develop and support the creation of sales enablement programs and materials for practice areas. This person will ensure that we are constantly demonstrating our capabilities to maximize the value we are providing for our customers, ensuring that the demo evolves with our product capabilities, and that every SE understands how to tell the story.
Operational knowledge of competitive products for practice area products to aid in competitive positioning and field enablement
Deliver Product Roadmap presentations
Key part of the channel feedback process to ensure that customer requirements are being filtered back to the practice and feedback on decisions are getting back to the field (Presales, Post-sales and Channel)
Synchronize cross-product initiatives between individual product lines and de-conflict prioritization of key features
Interface with Product Marketing to develop and refine product messaging and assist with strategic initiatives