We are continuing to build a great, disruptive cybersecurity company, and we are looking for a proven leader, accomplished Go to Market executive, and strong team builder to join our APJ region as Director of Channel Sales. To be successful in this role, you will have a deep understanding of how the power of Partnerships unlock market potential and better serve customers' needs in a changing technology and security landscape
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 Located in either Australia or Singapore reporting directly to our Global VP of Channel Sales, you will be responsible for continuing to evolve and execute all aspects of our partner sales strategy across the APAC regions. As a proven Channel Sales leader, you will champion the evolution and growth of our Partner PACT Program, leading a team to recruit and manage a channel of resellers, MSSP's, and other channel partners across the APAC business. You will also be responsible for the commercial sales relationships with Rapid7's technical alliance partners, distributors and other ecosystem partners contributing to our growth. Building the program will require cross-functional collaboration to lead the development of enablement and certification programs for select partners to deliver Rapid7 solution value and deployment services.
In this role, you will:
Support the VP Sales APAC in building a high performing channel sales team that consistently meets or exceeds annual sales targets
Execute regionally, while helping to drive Global partner motions that span all regions and segments
Identify, develop and build strong relationships with new and existing channel partners - consulting firms/system integrators, Value-Added Resellers, ISVs, OEMs, and MSPs.
Implement metrics-based business plans that sustain alignment with partners/stakeholders
Dynamically educate partners on Rapid7 including selling best practices, technology solutions, platform roadmap, operational and partner program changes
Identify and influence all levels of partner organizations including sellers, operations, engineering, client support and executive leadership
Establish strong working relationships internally across Direct Sales, Marketing, Customer Success and Sales Engineering teams
Provide clear, concise updates to leadership regarding key program initiatives, performance and overall strategy
Provide sales support and resources to channel partners to drive pipeline and indirect sales
Prepare and participate in weekly forecast calls and quarterly business reviews
The skills you'll bring include:
7+ years of developing and leading an International or regional APAC channel sales team as well as similar years of experience as a direct or indirect seller within a Cloud, Saas/ARR or Security company
A proven history of successfully developing and managing Saas channel partner programs in the software industry
Extremely strong cross-functional skills, with the ability and desire to build relationships with other teams to achieve broader company objectives
Operational experience in managing contracts, channel marketing, compensation models and incentive programs associated with the successful delivery of indirect sales through a partner sell-thru model.
Strong business management with the ability to establish team budgets, quotas, activity metrics and forecasts to deliver monthly, quarterly, and annual sales goals in each partner territory.
Sales leadership experience, including building and developing teams with a track record of working collaboratively in matrix environments where cross-functional teamwork is key to the role.
Strong communication and presentation skills to deliver Rapid7 solution value messaging at events, trade shows and partner business reviews.
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, please don't be shy - apply today.
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