Rapid7 is a leading provider of security data and analytics solutions that enable organizations to implement an active, analytics-driven approach to cyber security. We combine our extensive experience in security data and analytics and deep insight into attacker behaviors and techniques to make sense of the wealth of data available to organizations about their IT environments and users. Our solutions empower organizations to prevent attacks by providing visibility into vulnerabilities and to rapidly detect compromises, respond to breaches, and correct the underlying causes of attacks. Rapid7 is trusted by more than 9700+ organizations across 125 countries, including 52% of the Fortune 100. To learn more about Rapid7 or get involved in our threat research, visit www.rapid7.com.
Rapid7 is powering the practice of SecOps. Operationalizing Security Visibility, Analytics and Automation across Development, IT and the Business. As a Sr. Channel Account Manager, you’re at the center of our market expansion in a role that aligns customer and channel sales teams building relationships, engaging customers and enabling partners to help lead growth, deliver customer value and work together with confidence.
As a sales leader, you are responsible for partner attainment against annual goals and milestones, managing over +30% growth for a dedicated territory. Reporting to the Director of North America Channel Sales, the Sr. Channel Account Manager, Southeast will enable and nurture our channel partners in the Americas – Southeast region. You’re successful at developing strong relationships with our strategic partners and alliances using available internal and external resources, to maximize revenue opportunities and establish Rapid7 as a strategic, long term partner.
Who do we need?
You’re confident managing partners’ sales pipelines, associated services business and marketing initiatives
A collaborative team player who can confidently partner with an internal set of multi-functional teams such as Account Executives, Inside Reps, Marketing & Customer Success Managers, to ensure target quotas are achieved and exceeded
Ability to multitask while maintaining attention to detail and deadlines
In this role you will:
Lead regular business planning efforts to align Partner and Rapid7 go-to-market engagement and business planning
Create engagement and business objectives for focused partner accounts
Manage activity to support quarterly growth in deal registration and pipeline development and responsibility for all partner forecasting within the territory
Negotiate with customers and partners to complete terms, conditions, considerations and pricing
Develop and enable partners to lead and deliver the implementation of Rapid7 solutions, to establish extended services and support partnerships
Work directly with field sales, corporate and partners to ensure enablement that creates partner confidence in delivering the value of Rapid7 solutions
Partner with Customer Success Managers on renewal alignment, planning and execution
Manage the delivery and certification of authorized training, professional services and front line support programs
Work in partnership with sales leadership to provide reporting, insights and business plans regarding partners in your assigned territory
Provide regular insights, reporting, performance, activities and actions to Channel leadership
Be located in territory, ideally MD/VA/DC/NC/GA
In return you will bring:
7+ years of channel management experience, with a proven track record in exceeding sales quotas and targets working with channel partners in the assigned territory
Ability to manage both a territory and named focused partners
Knowledge and experience in the assigned territory
Ability to present value and negotiate deals with decision makers across sales, internal and partner teams. Direct sales experience a plus
Strong sales acumen with a deep understanding of the channel sales model and some existing relationships
Comfortable presenting effectively and persuasively in front of audiences, both technically and non-technically oriented
Knowledge of the security industry and competitors is a plus, as well as curiosity to learn about Rapid7’s portfolio
Travel approximately 30% and live in territory, ideally MD/VA/DC/NC/GA
What Can We Offer?
An opportunity to join a high growth, industry shaping security vendor
A very high level of autonomy, Rapid7 employees typically assume a lot of personal accountability
Continuous learning opportunities - this is one of our core values
An informal, collaborative working environment with a heavy emphasis on international cooperation
An industry leading portfolio of solutions to take to the market with confidence, see rapid7.com and check out ‘Products’ and ‘Services’ tabs
Competitive compensation package