Cloud Specialist Sales Manager

UK - Reading

Location(s)

UK - Reading, UK - Remote

Team(s)

Sales & Business Development


Rapid7 (NASDAQ: RPD) is helping organisations 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.

InsightCloudSec is a fully-integrated cloud-native security platform (CNSP) that enables organisations to drive cloud security forward through continuous security and compliance.

InsightCloudSec helps teams protect even the most complex multi-cloud and container environments from misconfigurations, policy violations, threats, and identity and access management (IAM) challenges. The solution features automated, real-time remediation in order to help customers more quickly respond to security or compliance risks.   Learn more at Rapid7.com/ Cloud Security

As we continue to expand our Cloud Security Specialist team in EMEA we are looking for an exceptional and passionate leader to develop and grow our team of EMEA wide Cloud Security Specialists, as well develop our GTM strategies for expanding the adoption of these capabilities across EMEA. This role would ideally suit an individual who has a proven track record of bringing cloud based technologies to market and understands the foundations of building a cohesive GTM strategy working as a partner with Sales, Marketing, Channel leadership.  

Being part of Rapid7 Advanced solutions leadership team, you will have an opportunity to make an impact by bringing to market a set of industry leading capabilities into the EMEA theatre, working with the core Rapid7 sales teams and the Global Cloud Security practice.

Key Responsibilities

  • Manage a Team of specialists, partnering with Rapid7 Regional Directors and account executives to uncover cloud opportunities and run joint sales cycle through qualification, requirements analysis, product demonstration, business and technical validation, as well as negotiation and close

  • Work in partnership with Marketing, Channel, Customer Success & Sales to develop and implement a go to market strategy to build awareness of our Cloud Security capabilities and build a pipeline of qualified opportunities for your team to jointly pursue. 

  • Work closely with customer executives (VP & C-level tech executives in security, cloud centre of excellence, and infrastructure) and their teams to align the value of InsightCloudSec software with their cloud adoption strategies

  • Drive objective achievement through disciplined planning and organisation - setting objectives through the development of actionable steps with assigned owners, timelines, and measurements while anticipating and removing roadblocks and orchestrating internal and external resources

  • Develop in-depth knowledge of the InsightCloudSec product including value proposition, the needs of customers, and the competitive landscape

  • Provide strategic insight to the internal management team and suggest ideas for enhancement of operations back into the practice. 

  • Be prepared to take a business development role by working with emerging markets and support the early stage development of a Cloud business within that region, ahead of hiring specialists on the ground.  

  • Develop strategies with your team to drive territory planning activities with the Account Executive team in order to prioritise high-value prospective customers. 

Qualifications, Skills, and Attributes:

  • 4 years+ management experience. 

  • 7+ years of solution selling subscription software or SaaS products to enterprise customers

  • Knowledge of public cloud (AWS, Azure, GCP) and cybersecurity technologies and how these are driving Digital transformation is a key requirement for this role. 

  • Proven ability to manage a portfolio of clients and navigate complex customer organisations and align strategic solutions to multiple stakeholders within a target customer

  • Successful candidates should be driven & creative self starters and strategic thinkers 

  • Must possess the ability to lead, advise, and advocate for customers and manage cross functional international teams. 

  • Proven ability to navigate complex customer organisations, and align strategic solutions to multiple stakeholders within a target customer.

  • Experience in leading or being part of a Sales Specialist role, giving an understanding of how to gain trust and as such support from a Sales Team, coupled with experience managing a portfolio of clients consisting of large global companies with a high level of complexity, focus, and intensity.

  • Ability to work through procurement processes efficiently, with support from Rapid7 legal and financial, in order to ensure prompt deal closing.

  • A successful candidate should be driven, creative, self-starter and strategic thinker, high-energy and diligent work ethic.

  • Existing relationships with key contacts in the territory are desired but not required. 

  • Previous sales methodology training, e.g. MEDDIC, SPIN, Challenger Sales is desirable

  • High levels of social perceptiveness and customer service

  • Self-driven, motivated and results oriented

  • Excellent communication, presentation, and negotiation skills

  • Understanding of partner ecosystems including Cloud service providers and the ability to leverage partner solutions to solve customer needs

Work Location and Travel:

  • Workplace location is flexible, however the ability to easily access EMEA HQ in Reading would be desirable to foster effective stakeholder management. 

  • It is expected that there will be regular travel within the UK & Ireland and the EMEA region to visit customers, to Rapid7 offices, and to attend trade shows in various locations.


All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.  We are an equal opportunity employer. Rapid7 is a progressive and open-minded workplace where we do not tolerate discrimination or harassment in any form. If you are smart, passionate and good at what you do, come as you are.


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