Senior Channel Account Manager

We are looking for a motivated and tenacious individual to join our Channel Account team, based in Japan, responsible for growing the Rapid7 brand and presence across the Japan region.

This is an exciting 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. The successful candidate will possess strong critical thinking skills, executive presence, and an entrepreneurial spirit.

About the Team

Our Japan business has been growing at a considerable rate over the last few years, and 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 Japan 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 partners and alliances using available internal and external resources, to maximise 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 and assist the Customer Success team with renewals to protect the Customer base

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

The skills you’ll bring include :

Channel management experience, with a proven track record in exceeding sales quotas and targets working with channel partners in Japan

Must have experience in the security industry

Ability to manage both a territory and named focused partners

Ability to present value and negotiate deals with decision makers across sales, internal and partner teams. Direct sales experience is a plus.

Strong sales acumen with a deep understanding of the channel sales model and some existing relationships with existing Partners and Distributors would be valuable

Comfortable presenting effectively and persuasively in front of audiences, both technically and non-technically oriented

Travel approximately 10%

You’re confident driving partners’ sales pipelines, associated services business and marketing initiatives

A collaborative team player who can confidently partner with an internal set of multi functional teams such as Account Executives, Inside Reps, Marketing & Customer Success Managers, to ensure target revenue and renewal quotas are achieved and exceeded

Ability to multitask while maintaining attention to detail and deadlines

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.