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Channel Account Manager

3 months ago

bangalore, India Rapid7 Full time

 We are looking for a motivated and tenacious individual to join our Channel Account team.

This is an exciting opportunity for someone to help us build out and execute against the Channel strategy in the India 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 RoA 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 RoA Channel organisation has a vital responsibility to drive partnership revenue and growth with distributors and channel partners.. 

About the Role


You will work closely with the RoA 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 large part of this role will be focused on developing strong relationships with our strategic distributors and partners, 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 RoA region

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

Maintain annual business plans aligned to business metric targets such as training, certification, deal registration and pipeline build with formal QBRs

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 distributor and partner facing collateral and sales tools, tracking and internal communication tools, and marketing programs

The skills you’ll bring include:

Proven track record in exceeding sales quotas and targets working with channel distributors and 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 Infrastructure 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 organizations

Collaborate and share early and often to engage others and cross-functional organizations around you

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, we would like to hear from you.