Channel Account Manager

As a Channel Account Manager, you are responsible for partner attainment against annual goals and milestones, managing over +30% growth for a dedicated territory. You’re successful at developing strong relationships with our strategic partners and distributors using available internal and external resources, to maximise revenue opportunities and establish Rapid7 as a strategic, long term partner.

Who do we need?

• You’re confident driving 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 revenue and renewal 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 and assist the Customer Success team with renewals to protect the Customer base
• 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
  
  

In Return You Will Bring

• Channel management experience, with a proven track record in exceeding sales quotas and targets working with channel partners in Japan
• Ability to manage both a territory and named focused partners
• Ability to present value and negotiate deals with decision makers across sales, internal and partner teams. Direct sales experience is a plus.
• Strong sales acumen with a deep understanding of the channel sales model and some existing relationships with existing Partners and Distributors would be valuable
• 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
• Travel approximately 10%
  
  

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 organisations 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+ organisations 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.