Director, Business Operations - Strategic Partnerships

US - MA - Boston

Location(s)

US - MA - Boston

Team(s)

Business Support


Company Description

Rapid7 (NASDAQ: RPD) is helping organizations around the globe advance securely. Our technology, services, and community-focused research simplify complexity for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks. With more than 9000 customers across 120+ countries, Rapid7 is a recognized leader in cybersecurity that has proudly earned numerous industry accolades and strong recognition for our technology and culture. Learn more at www.rapid7.com.

The Opportunity
 

Rapid7 is seeking an exceptional leader to join us as the Director of Strategic Partnership Operations.  In this role you'll be  a key leader in the Business Operations leadership team, reporting to the Sr. Director of Growth Operations, and working hand in hand with our Strategic Partnership team, will be responsible to lead, design and operationalize the evolution and growth of our global strategic partnerships' process and insights. S/he will work cross functionally across the entire Rapid7 organization from Sales, Customer Success to Legal, Marketing, Finance and Information Security among others. If you're passionate about leading a great team, want to be part of a fast-paced and rapidly growing company, have an interest in cybersecurity, and are excited about making positive impacts on our customers, this may be the opportunity for you

As the Director of Strategic Partnership Operations, you will use your deep analytical skills and strong operational acumen to develop a deeper understanding of our operational performance, driving insights that help evolve our programs, and innovating our processes to fuel programs' efficacy and growth. Additionally, you will support and partner with the SVP of Global Strategic Partnerships to evaluate and design the structure of programs supporting our growth of our MSSP Program and our Cloud Alliances (i.e. AWS Marketplace, etc)

As a result, you'll be responsible for a team focused on enhancing engagement, driving clarity and improving the efficiency and effectiveness of our go-to-customer commercial processes through these channels. This key role will have a direct impact on the success of our customers as well as our internal teams supporting customer outcomes. If you're a thought leader and great communicator who sees opportunity where others see challenges, focuses on the big picture without overlooking the details, and fosters a positive team environment, then this role at Rapid7 is for you. This position offers the opportunity to work in an exciting and dynamic environment, combining technical knowledge and analytical depth with creativity to produce professional materials for internal and external customers. 

Essential Responsibilities 

  • Lead Operational model for Strategic Partnerships, evolving and defining key metrics to determine effectiveness and impact of the Channel, MSSP, Alliance & Cloud Providers. 

  • Provide insights that supports actions and support business decision-making, strategy and planning; evolve our analytics and processes to better align with business objectives

  • Collaborate on Program design and development across Channel, MSSP, Alliance & Cloud Providers to ensure alignment globally with an effective GTM.

  • Partner with Sales and Customer Success Operations to integrate strategic partnership strategy into the broader operational model.

  • Design, evolve and partner to evolve our partnership processes that balances efficiency, and creativity to enhance collaboration, increase visibility, reduce internal and external friction to improve partner and customer experience and our overall win rates.

  • Lead and develop a high performing team of professionals, providing effective mentoring and coaching as well as a fostering positive environment of collaboration and professional growth; Mentor and coach across the broader Operations team. 

  • Develop and maintain a broad understanding of Rapid7's products and services to ensure we continue to deliver high quality proposals that help fuel our growth. Ensure our Strategic Operations programs, process and content is effective to strategically position Rapid7 products and services throughout the sales lifecycle

  • Proactively work across the organization to identify and lead opportunities for impact and efficiency and team development

  • Plan with Marketing to effectively develop and utilize highly impactful customer content throughout the partner journey with Rapid7

  • Work closely with Growth Development to build and maintain training materials to help enable a broad set of  external partners.

  • Support our Global Sales, Services, and Product teams on Channel/Indirect related initiatives, new offerings, and programs.

  • Partner with Operations, Project Management and Technical Program Management to scale and automate by enhancing tools, workflows, process improvements.
     

Job Requirements
 

We're looking for an excellent leader with significant experience working and impacting indirect sales and operations. The role requires a good mix of analytical and process capabilities, top-notch program management skills, and outstanding communication skills. If you're someone with passion, energy, intellect and drive who can bring fresh ideas, and is accomplished in developing and aligning strategies across our diverse teams then this is the role for you! 

  • Impact-driven individual who makes the complex simple; able to be hands-on as well as strategic

  • Excellent leader with a passion for developing and coaching teams, and driving a cooperative and accountable team environment

  • Demonstrated experience in successfully leading complex projects with high-level results

  • Outcomes-oriented approach to sales and project management – the ability to interact with stakeholders from multiple departments with competing priorities and to see projects through to completion

  • Proven experience recommending, implementing, and integrating processes, tools, and best practices

  • Skilled communicator that drives operational excellence; experience supporting sales, channel and technical teams

  • Experience leading cross-functional teams and managing across multiple geographically dispersed offices

  • Bachelor's Degree in Business, Economics, or Finance required

  • 8+ years experience with sales & channel operations with corresponding experience managing key metrics for success

  • Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills

  • Familiarity with market research and its methods (highly valued, but not required)

  • Expertise with PRM Tools such as SFDC Communities, ImPartner, etc

  • Expertise with Google Suite and/or MS Office Suite as well as CRM tools such as SFDC, NS or Gainsight. Experience with data visualization tools (I.e Domo, PowerBi, etc) a plus