Channel Growth Strategist

18 hours ago

Brisbane, Queensland, Australia Rapid7 Full time

We are seeking a highly motivated and results-driven Channel Growth Strategist to join our team in Sydney or Brisbane. This is an exciting opportunity for someone to own and influence the Channel strategy in the ANZ region, focusing on NSW, QLD, and ACT.

The successful candidate will possess strong critical thinking skills, executive presence, and an entrepreneurial spirit. As a key member of our Channel team, you will work closely with the ANZ Sales team, Marketing, and technical consultants to drive creative lead generation and sales incentive ideas in the expanding Cyber security market.

Our ANZ business has been growing at a considerable rate over the last few years, and with a Channel-first go-to-market model, our Channel team is at the heart of our success. Rapid7 is a highly collaborative and team-oriented culture; your ability to thrive in this supportive environment will be critical to your success and the success of the broader Rapid7 team.

You will focus on developing strong relationships with our strategic partners and alliances using available internal and external resources to maximise revenue opportunities and establish Rapid7 as a strategic, long-term partner.

Main Responsibilities:

  • Develop and execute a robust pipeline through partner opportunities across NSW, QLD, and ACT.
  • Build and leverage partner 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, pipeline build, and revenue.
  • Collaborate closely with the Marketing team to help drive marketing and incentive programs to drive sales.
  • Engage with Rapid7 Channel Operations to enable partners in the use of our Partner Portal resources and understand back-office logistics and processes.
  • Coordinate enablement activities with respect to Sales and Technical education.
  • 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.
  • Work with our strategic technology and hyper-scaler partners to develop our joint business in the region.

About You:

  • Proven track record in exceeding sales quotas and targets working with channel partners with demonstrable 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 SaaS industry.
  • Comfortable presenting effectively and persuasively in front of audiences, both technically and non-technically oriented.
  • 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 organisations.
  • Collaborate and share early and often to engage others and cross-functional organisations around you.
  • Managing the delivery and certification of authorised training, professional services, and frontline support programs.
  • Existing and established relationships in the region.

Salary:$120,000 - $150,000 per annum, depending on experience.

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