Channel Account Manager, Pacific West

Please note: We are currently accepting applications in the Southern California area

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.

About the Team Rapid7’s 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.

About the Role As a Channel Account Manager, you are responsible for partner attainment against annual goals and milestones, managing over +30% growth for a dedicated territory. Reporting to the Senior Manager, Regional Channel Sales, the Channel Account Manager, Pacific West will enable and nurture our channel partners in Arizona, California, Oregon, and Alaska. 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.

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

The skills you’ll bring include:

• 4+ years of 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
• Bachelor’s Degree
• Travel approximately 40%

We know that the best ideas and solutions come from multi-dimensional teams. That’s because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.

About Rapid7

Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We’re on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people.

With more than 10,000 customers across 140+ countries, Rapid7 is a leader in cybersecurity that has earned numerous industry accolades and recognition for our technology and culture.

Rapid7, Inc. is committed to fair and equitable compensation practices. The salary range for this role is:

This does not include variable/incentive compensation, equity and benefits (where applicable/eligible).

A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications. The salary range may differ in other states.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.

Originally posted on Himalayas