Channel Account Manager

at  Rapid7

We are looking for a motivated and tenacious individual to join our Channel Account team, based in Sydney or Brisbane, responsible for growing the Rapid7 brand and presence across the ANZ region – a top-tier region for Rapid7 – with a specific focus on NSW, QLD and ACT.
This is an exciting opportunity for someone to own and influence the Channel strategy in this region, as well as drive creative lead generation and sales incentive ideas in an expanding Cyber security market. The successful candidate will possess strong critical thinking skills, executive presence, and an entrepreneurial spirit.

THE SKILLS YOU’LL BRING INCLUDE:

• Proven track record in exceeding sales quotas and targets working with channel partners with demonstrable years of channel management experience
• Ability to present value and negotiate deals with decision makers across sales, internal and partner teams.
• Knowledge of the security industry or wider SaaS industry
• Comfortable presenting effectively and persuasively in front of audiences, both technically and non-technically oriented
• Excellent presentation skills and the ability to articulate complex technology concepts in front of cross functional audiences, both technically and non-technically oriented
• Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organisations.
• Collaborate and share early and often to engage others and cross-functional organisations around you.
• Managing the delivery and certification of authorised training, professional services and front line support programs.
• Existing and established relationships in the region.
  We know that the best ideas and solutions come from multi-dimensional teams. That’s because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.

ABOUT THE ROLE

You will work closely with the ANZ Sales team, Marketing and technical consultants to ensure we get the most benefit from partners through market mindshare, lead sharing campaigns, marketing programs, incentives, sales, technical training, and events. A large part of this role will be focused on developing strong relationships with our strategic partners and alliances using available internal and external resources, to maximise revenue opportunities and establish Rapid7 as a strategic, long term partner.

IN THIS ROLE, YOU WILL:

• Build and develop a robust pipeline through partner opportunities across NSW, QLD and ACT.
• Develop and leverage partner relationships to grow mindshare across all levels within their organisation, especially at higher management and C-level.
• Maintain quarterly business plans aligned to business metric targets such as training, certification, deal registration, pipeline build and revenue.
• Collaborate closely with the Marketing team to help drive marketing and incentive programs to drive sales.
• Engage with Rapid 7 Channel Operations in order to enable partners in the use of our Partner Portal resources and understand back office logistics and processes.
• Coordinate enablement activities with respect to Sales and Technical education
• Drive adoption and enforcement of the Partner program as well as identifying partner specialisations
• Develop and onboard partners in support of the local region sales plans and priorities
• Collaborate with sales leaders to support the overall growth of our channel program, development of partners facing collateral and sales tools, tracking and internal communication tools, and marketing programs
• Work with our strategic technology and hyper scaler partners to develop our joint business in region