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Channel Account Manager



Sales & Business Development
Germany · Remote
Posted on Thursday, May 30, 2024

We are looking for a motivated and tenacious individual to join our Channel Account team, based in Germany and responsible for growing the Rapid7 brand and presence across the DACH Region.

This is an exciting opportunity for someone to help us develop the Channel strategy in this emerging region as well as drive creative lead generation and sales incentive ideas in an expanding security market. The successful candidate will possess strong critical thinking skills, executive presence, and an entrepreneurial spirit.

About the Team

Our DACH business has been growing at a considerable rate over the last few years, and with a 100% Channel model, our Channel team is at the heart of our success. The Channel organisation has a vital responsibility to drive partnership revenue and growth with our channel partners and distributors.

About the Role
You will work closely with the Sales teams, Marketing and technical consultants to ensure we get the most benefit from partners through market mindshare, lead sharing campaigns, marketing programs, incentives, sales, technical training, and events. A large part of this role will be focused on 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:

  • Build and develop a robust pipeline through partner opportunities across the entire DACH region.

  • Develop and leverage partner and distributor relationships to grow mindshare across all levels within their organisation, especially at higher management and C-level.

  • 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

The skills you’ll bring include:

  • Fluent in English and German

  • Proven track record in exceeding sales quotas and targets working with channel partners with demonstrable 3 -5 years of channel management experience

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

  • Knowledge of the security industry or wider Infrastructure industry

  • Excellent presentation skills and the ability to articulate complex technology concepts in front of cross functional audiences, both technically and non-technically oriented

  • 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 organizations around you.

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

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

At Rapid7, we are on a mission to create a secure digital world for our customers, our industry, and our communities. We do this by embracing tenacity, passion, and collaboration to challenge what’s possible and drive extraordinary impact.

Here, we’re building a dynamic workplace where everyone can have the career experience of a lifetime. We challenge ourselves to grow to our full potential. We learn from our missteps and celebrate our victories. We come to work every day to push boundaries in cybersecurity and keep our 10,000 global customers ahead of whatever’s next.

Join us and bring your unique experiences and perspectives to tackle some of the world’s biggest security challenges.