Cyber Security Channel Growth Specialist

6 days ago

Brisbane, Queensland, Australia Rapid7 Full time

We are seeking a highly skilled and experienced professional to join our Channel Account team in Sydney or Brisbane, responsible for driving the growth of the Rapid7 brand and presence across the ANZ region. This is a unique opportunity for someone to own and influence the Channel strategy in this region, as well as drive creative lead generation and sales incentive ideas in an expanding Cyber security market.

About the Team

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; our People have always been the key to our success. Your ability to team and make the most of this supportive culture will be critical to your success, and the success of the broader Rapid7 team.

About the Role

You will work closely with the ANZ Sales team, 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 key part of this role will be 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.

Key Responsibilities

  • 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, 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 in order 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 region

Requirements

  • 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 front line support programs.
  • Existing and established relationships in the region.

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