Director, International Channel Partnerships

UK - Reading

Location(s)

UK - Reading

Team(s)


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.

Our Mission

By continuously improving our technology, stemming the creation of risk in the community, and making security more usable and accessible, Rapid7 enables technology professionals to gain the clarity, command, and confidence they need to safely drive innovation and protect against risk. Our product suite helps organizations to quickly predict, deter, detect, and remediate attacks and obstacles to productivity.  

The Opportunity

Customer environments are changing rapidly, driven by cloud and virtual workforce transformation. Strategic Partners deliver customer value based on the needs and maturity of a customer's security program, from fulfillment to managed services, integrations,  implementation, and evolving marketplace and cloud provider models. Rapid7's focus, investment, and strong partnerships will continue to ensure that together we help make the most successful security technology and practices accessible for all.

Our growth is driven by our high-performing teams and their ability to work collaboratively to develop long-term partnerships based on trust and engagement. Strong partnerships are the key to ensuring customer outcomes and driving long-term durable growth together. As a key leader in our Strategics Partnerships Practice and an overall GTM leader, the International Channel Director will own and develop EMEA, Asia Pacific and Latam strategic selling partnerships across distribution channels to ensure alignment and optimization globally which produce an effective GTM resulting in strong customer outcomes and shared revenue optimization. Reporting to our SVP, Strategic Partnerships and working closely with the Partner Practice, Sales, Customer Success, Marketing, and Operations leaders, the Channel Director will drive the growth and development of international partnerships to drive pipeline creation, new customer acquisition, and improved retention. 

The Role

This role is both strategic and tactical, requiring a strong cross-functional collaborator with a flexible approach who can successfully work in a performance-based organization to drive consensus and build partner plans based on company and regional strategic initiatives. As a proven partner leader, you will champion and transform the evolution and regional growth of our Partner PACT Program, leading a strong team to recruit and manage a channel of resellers, distributors, and other partners across EMEA, APAC, and LATAM. 

You will also be responsible for executing GTM activities with Rapid7's technical alliance partners, MSSPs and other channel ecosystem partners contributing to our growth. This is an opportunity to drive tremendous value in a role that is key to our growth strategy in a culture that supports continuous learning, as well as a chance to take a high-performing team to the next level across multiple market segments including SMB, Medium Enterprise, and Large Enterprise accounts.

Ideal leaders will have a passion for engaging to work collaboratively to transform our approach and are driven to deliver upon goals and global growth that result in increased customer value.

Qualifications and Traits

  • 7+ years of developing and leading an international or regional (EMEA or APAC) channel team 

  • A proven history of successfully developing and managing SaaS channel partners in the software industry

  • Strong experience in cloud, SaaS/ARR, with security experience highly beneficial but not required

  • Leadership experience, including building and developing teams and a referenceable track record of working collaboratively in matrix environments where cross-functional teamwork is key to the role 

  • Extremely strong cross-functional skills, capable of building relationships with other teams to achieve broader company objectives

  • Demonstrated strategic thinking balanced with the ability to quickly understand business objectives and create a well-aligned strategy and execution plans with clearly defined metrics and performance indicators 

  • Operational experience in managing contracts and channel incentive programs, with experience in establishing team budgets, metrics and forecasts to deliver monthly, quarterly, and annual partner goals

  • Outstanding communication and presentation skills to deliver Rapid7 solution value messaging at events, trade shows and partner business reviews

  • Experience working for a US-based company is preferred