Channel Account Manager, North Central

Rapid7

25d•Remote

About The Position

As a Channel Account Manager, you are responsible for partner attainment against annual goals and milestones, managing over +30% growth for a dedicated territory. About the team: Reporting to the Senior Manager, Regional Channel Sales, the Channel Account Manager, North Central will enable and nurture our channel partners in Illinois, Indiana, Kansas, Kentucky, Michigan, Missouri, Ohio, and West Virginia. You’re successful at 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: Lead regular business planning efforts to align Partner and Rapid7 go-to-market engagement and business planning Create engagement and business objectives for focused partner accounts Manage activity to support quarterly growth in deal registration and pipeline development and responsibility for all partner forecasting within the territory Negotiate with customers and partners to complete terms, conditions, considerations and pricing Develop and enable partners to lead and deliver the implementation of Rapid7 solutions, to establish extended services and support partnerships Work directly with field sales, corporate and partners to ensure enablement that creates partner confidence in delivering the value of Rapid7 solutions Partner with Customer Success Managers on renewal alignment, planning and execution Manage the delivery and certification of authorized training, professional services and front line support programs Work in partnership with sales leadership to provide reporting, insights and business plans regarding partners in your assigned territory Provide regular insights, reporting, performance, activities and actions to Channel leadership

Requirements

4+ years of channel management experience, with a proven track record in exceeding sales quotas and targets working with channel partners in the assigned territory
Ability to manage both a territory and named focused partners
Knowledge and experience in the assigned territory
Ability to present value and negotiate deals with decision makers across sales, internal and partner teams.
Strong sales acumen with a deep understanding of the channel sales model and some existing relationships
Comfortable presenting effectively and persuasively in front of audiences, both technically and non-technically oriented
Bachelor’s Degree
Travel approximately 40%

Nice To Haves

Direct sales experience a plus
Knowledge of the security industry and competitors is a plus, as well as curiosity to learn about Rapid7’s portfolio

Responsibilities

Lead regular business planning efforts to align Partner and Rapid7 go-to-market engagement and business planning
Create engagement and business objectives for focused partner accounts
Manage activity to support quarterly growth in deal registration and pipeline development and responsibility for all partner forecasting within the territory
Negotiate with customers and partners to complete terms, conditions, considerations and pricing
Develop and enable partners to lead and deliver the implementation of Rapid7 solutions, to establish extended services and support partnerships
Work directly with field sales, corporate and partners to ensure enablement that creates partner confidence in delivering the value of Rapid7 solutions
Partner with Customer Success Managers on renewal alignment, planning and execution
Manage the delivery and certification of authorized training, professional services and front line support programs
Work in partnership with sales leadership to provide reporting, insights and business plans regarding partners in your assigned territory
Provide regular insights, reporting, performance, activities and actions to Channel leadership