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Channel Account Manager



Sales & Business Development
France · Remote
Posted on Saturday, January 27, 2024

The Channel organisation has a vital responsibility to drive partnership revenue and growth with our channel partners. This is an exciting opportunity to develop the right strategy, as well as drive creative lead generation and sales incentive ideas in a growing security market.

About the Role

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.

This position will be to support the Southern region at Rapid7.

In this role you will:

  • Build and develop a robust pipeline through partner opportunities across the region.
  • Develop and leverage partner relationships to grow mindshare across all levels within their organisation.

  • Maintain quarterly business plans aligned to business metric targets such as 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 Rapid 7 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 specialisations

  • 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 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.

The skills you'll bring include:

  • Channel partner sales experience required.

  • 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.

  • Collaborate and share early and often to engage others and cross-functional organisations 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.

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

  • Knowledge of the security industry and competitors is a plus