Channel Account Manager

Australia - Melbourne

Location(s)

Australia - Melbourne

Team(s)

Sales & Business Development


Rapid7 is a leading provider of security data and analytics solutions that enable organizations to implement an effective, analytics-driven approach to cyber security. We combine our extensive experience in security data and analytics and deep insight into attacker behaviors and techniques to make sense of the wealth of data available to organizations about their IT environments and users. Our solutions empower organizations to prevent attacks by providing visibility into vulnerabilities and to rapidly detect compromises, respond to breaches, and correct the underlying causes of attacks. Rapid7 is trusted by more than 9700+ organizations across 125 countries, including 52% of the Fortune 100. To learn more about Rapid7 or get involved in our threat research, visit www.rapid7.com.  

As a sales leader, you are responsible for partner attainment against annual goals and milestones, managing over +30% growth for a dedicated territory. You're successful at developing strong relationships with our strategic partners and alliances using available internal and external resources, to maximize revenue opportunities and establish Rapid7 as a strategic, long term partner. 

Who do we need?   

  • 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 Account Executives, Inside Reps,  Marketing & Customer Success Managers, to ensure target quotas are achieved and exceeded 

  • Ability  to multitask while maintaining attention to detail and deadlines  

In this role you will:  

  • Lead regular business planning efforts to align Partner and Rapid7 go-to-market  engagement and business planning 

  • Create engagement and business objectives for focused partner accounts 

  • Manage activity to support quarterly growth in deal registration and pipeline development and responsibility for all partner forecasting within the  territory 

  • Negotiate with customers and partners to complete terms, conditions, considerations  and pricing 

  • Develop and enable partners to lead and deliver the implementation of Rapid7 solutions, to establish extended services and support partnerships 

  • Work directly with field sales, corporate and partners to ensure enablement  that creates partner confidence in delivering the value of Rapid7 solutions 

  • Partner with Customer Success Managers on renewal alignment, planning and  execution 

  • Manage the delivery and certification of authorized training, professional services and front line support programs 

  • Work in partnership with sales leadership to provide reporting, insights and business plans regarding partners in your assigned territory 

  • Provide regular insights, reporting, performance, activities and actions to  Channel leadership  

In return you will bring:  

  • Channel management experience, with a proven track record in exceeding sales  quotas and targets working with channel partners in the assigned territory 

  • Ability  to manage both a territory and named focused partners 

  • Knowledge and experience in the assigned territory 

  • Ability to present value and negotiate deals with decision makers across sales, internal and partner teams. Direct sales experience a plus 

  • Strong sales acumen with a deep understanding of the channel sales model and some existing relationships 

  • Comfortable presenting effectively and persuasively in front of audiences, both  technically and non-technically oriented 

  • Knowledge of the security industry and competitors is a plus, as well as curiosity  to learn about Rapid7's portfolio 

  • Travel approximately 30%  

What Can We Offer?  

  • An opportunity to join a high growth, industry shaping security vendor 

  • A very high level of autonomy, Rapid7 employees typically assume a lot of personal accountability 

  • Continuous  learning opportunities - this is one of our core values 

  • An informal, collaborative working environment with a heavy emphasis on  international cooperation 

  • An industry leading portfolio of solutions to take to the market with  confidence, see rapid7.com and check out ‘Products' and ‘Services' tabs 

  • Competitive compensation package