Channel Growth Strategist

3 weeks ago

Brisbane, Queensland, Australia Rapid7 Full time

We are seeking a highly motivated and tenacious individual to join our Channel Account team in Sydney or Brisbane, responsible for expanding the Rapid7 brand and presence across the ANZ region.

This is an exciting opportunity to own and influence the Channel strategy in this top-tier region, driving creative lead generation and sales incentive ideas in the growing Cyber security market.

About the Team

Our ANZ business has been experiencing significant growth over the last few years, with a Channel-first go-to-market model at its core. The Channel team plays a vital role in our success, and we're looking for someone to help drive further expansion.

About the Role

You will work closely with the ANZ Sales team, Marketing, and technical consultants to ensure maximum benefit from partners through market mindshare, lead sharing campaigns, marketing programs, incentives, sales, technical training, and events.

A key part of this role will be developing strong relationships with strategic partners and alliances to maximise revenue opportunities and establish Rapid7 as a long-term partner.

In this role, you will:

  • BUILD AND DEVELOP A ROBUST PIPELINE THROUGH PARTNER OPPORTUNITIES ACROSS NSW, QLD, AND ACT.
  • 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, pipeline build, and revenue.
  • Collaborate closely with the Marketing team to help drive marketing and incentive programs to drive sales.
  • Engage with Rapid 7 Channel Operations to enable partners to use 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 LOCAL REGION SALES PLANS AND PRIORITIES.
  • Collaborate with sales leaders to support overall growth of our channel program, development of partners facing collateral and sales tools, tracking, and internal communication tools, and marketing programs.
  • Work with strategic technology and hyper-scaler partners to develop joint business in the region.

The skills you'll bring include:

  • 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 ABILITY TO ARTICULATE COMPLEX TECHNOLOGY CONCEPTS IN FRONT OF CROSS-FUNCTIONAL AUDIENCES.
  • STRONG VERBAL AND WRITTEN COMMUNICATION 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 DELIVERY AND CERTIFICATION OF AUTHORISED TRAINING, PROFESSIONAL SERVICES, AND FRONT LINE SUPPORT PROGRAMS.
  • EXISTING AND ESTABLISHED RELATIONSHIPS IN THE REGION.

Estimated salary: $120,000 - $180,000 per annum.

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