As a critical member of the EMEA Go To Market Channel Team, you are responsible for managing the strategic partnership with Amazon Web Services (AWS) and other potential partnerships within the emerging Cloud Partnerships space.
This is a key route to market for Rapid7 to accelerate growth over the coming years. The Cloud Partnerships Manager will enable and nurture our strategic Cloud Partnership with AWS to drive shared success across EMEA. This person is someone successful at developing strong relationships with partners and alliances using available internal and external resources, in order to maximize revenue opportunities and establish Rapid7 as a strategic long term partner in a competitive landscape.
Who do we need?
Experience with the AWS ISV partnership ecosystem and AWS Marketplace, either from work at an ISV partner or work at AWS
Existing or leverageable relationships with AWS are preferred. Relationships with other cloud providers and/or more traditional channel partners to maximize the ecosystem is a plus.
A proven ability to develop strategic go-to-market plans in collaboration with a partner and then successfully execute the plan
You're confident managing 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 Sales, Customer Success, Marketing, and Operations to ensure targets are achieved and exceeded
Someone who balances patience with inherent urgency to drive a long-term scalable approach -- and understands the only way to do this is through deep trust and teaming across Rapid7 and our Partners.
In this role you will:
Lead and manage our relationship with AWS in EMEA.
Be responsible for delivering on targets regarding the amount of revenue supported by the AWS partnership in EMEA
Work closely with the Director of Cloud Partnerships and the rest of the Cloud Partnerships team to develop and execute a global growth strategy for our partnerships with AWS and other cloud providers
Communicate regularly with Sr. Leadership at Rapid7 to raise understanding and gain alignment needed to make the partnership a huge success.
Use Salesforce and our automated integration with ACE (the AWS partner portal) to manage our pipeline of shared opportunities
Lead regular business planning efforts to align Partner and Rapid7 go-to-market engagement throughout the Rapid7 and our Partners organizations.
Develop and Enable the right teams within Rapid7 and at AWS to drive the outcomes we've identified as most critical to long term shared success.