Channel Account Manager - Canada

Canada - Toronto

Location(s)

Canada - Toronto

Team(s)


The 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.

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.

Must have a passion for growing their business and a proven track record of success, with a background in technology with security a preference.

Key responsibilities include:

  • Focused on a core group of high impact fast track growth Rapid7 partners.
  • Develop and leverage partner relationships to grow mindshare across all levels within their organization.
  • Maintain quarterly business plans aligned to business metric targets such a training, certification, deal registration and pipeline build.
  • Collaborate closely with the Channel Marketing team to help drive marketing and incentive programs to drive sales.
  • Engage with Rapid7 Channel Operations in order to enable partners in the use of our Partner Portal resources and understand back office logistics and process.
  • Coordinate enablement activities with respect to Sales and Technical education and certification
  • Drive adoption and enforcement of the Partner program as well as identifying partner specializations
  • Develop and onboard partners in support of the local region sales plans and priorities
  • Collaborate with sales leaders to support the overall growth of our channel program, development of partners facing collateral and sales tools, tracking and internal communication tools, and marketing programs.
  • Build and develop a robust pipeline of leads through partner opportunities.
  • Working experience with CRM systems (Salesforce preferred) and other analytic tools to establish detailed metrics for tracking purposes.
  • Prepare and present business reviews to the senior management team.


Required Skills:

  • Channel partner sales experience required.
  • Excellent interpersonal and facilitation skills.
  • Desire to build a word class channel program.
  • Strong business and financial acumen.
  • Ability to build executive presence.
  • Excellent presentation skills and the ability to articulate complex technology
  • concepts and distill in simplified messages to cross functional audiences.
  • Strong verbal and written communications skills are a must, as well as the ability
  • to work effectively across internal and external organizations.
  • Take ownership of yourself and the circumstances.
  • Collaborate and share early and often to engage others and cross-functional
  • organizations around you.
  • Creating engagement and business objectives for focused partner accounts.
  • Managing the delivery and certification of authorized training, professional
  • services and front line support programs.

Qualifications:

  • Proven track record in exceeding sales quotas and targets working with channel partners with 5+ years of channel management experience
  • Ability to present value and negotiate deals with decision makers across sales, internal and partner teams. Direct sales experience is a plus.
  • This individual should have strong sales acumen with a deep understanding of the channel sales model and some existing relationships.
  • Knowledge of the security industry and competitors is a plus as well as curiosity to learn about Rapid7's portfolio.
  • Comfortable presenting effectively and persuasively in front of audiences, both technically and non-technically oriented