Senior Channel Account Manager

1 month ago

Other US Location Rapid7 Full time

Senior Channel Account Manager
**Please note: We are currently accepting applications from Chicago (preferred location), Detroit, Indianapolis, Cleveland, Columbus, Cincinnati. ***
You will work closely with the Rapid7 sales teams and technical consultants to ensure we get the most benefit from partners through market mindshare, lead
sharing campaigns, marketing programs, incentives, sales and technical training, and events. The successful candidate will possess strong critical thinking
skills, executive presence, and an entrepreneurial spirit.
About the Team
Rapid7's Channel organization has a vital responsibility to drive partnership revenue and growth with our channel partners. This is an exciting opportunity to
develop the right strategy by partner, as well as drive creative lead generation and sales incentive ideas in a growing security market.
About the Role
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 Senior Channel Account Manager, North Central will enable and nurture our channel partners
in the Americas -North Central 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.
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


The skills you'll bring include:

  • 4+ 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
  • Bachelor's Degree
  • Travel approximately 40%


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 Rapid7
Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We're on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people.
With more than 10,000 customers across 140+ countries, Rapid7 is a leader in cybersecurity that has earned numerous industry accolades and recognition for our technology and culture.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.

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