Partner Account Manager - Softcat- UKI
We are looking for a motivated and tenacious individual to join our Channel Sales team, responsible for growing the Rapid7 brand within our largest partner in UKI region, Softcat. This is an exciting opportunity for someone to help us strategically develop an already established partner in our growth strategy. You will be working to define and lead the overall vision and execution alongside Softcats and Rapid7's leadership team alongside another PAM solely aligned to Softcat.
About the Team
Our EMEA 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 EMEA Channel organisation has a vital responsibility to drive partnership revenue and growth with our channel partners.
About the Role
You will work closely with the UKI leadership team, Sales, Marketing and technical consultants to ensure we align closely with Softcat, supporting them with their growth needs, lead sharing campaigns, marketing programs, incentives, sales, technical training and events. A large part of this role will be focused on strategy and ensuring there is a clear vision, plan and execution aligned with both Softcats and Rapid7's business goals. You will have a team and support around you, to help utilise Rapid7's internal and external resources, to maximize revenue opportunities and expand on Rapid7's already strong partnership with Softcat.
In this role, you will:
- Build and develop a robust pipeline through partner opportunities across Softcat, utilising the other PAM to help support in pipeline generation activity.
- You will build strong relationships with Softcat, specifically with the leadership team to ensure strategic alignment
- Maintain quarterly business plans aligned to business metric targets such as closed business, training, certification, deal registration and pipeline build
- Collaborate closely with the other PAM to help guide, develop and execute against your overall strategy
- 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
- Collaborate with sales leaders to support the overall growth of Softcat in line with our channel program, development of 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 partners with 5+ years of demonstrable channel management experience within the cyber security market
- Ability to present value and negotiate deals with decision makers across sales, internal and partner teams
- Ability to create and manage a clearly defined strategy in line with the overarching business plan and communicate this with leadership internally and externally
- 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.
- Managing the delivery and certification of authorized training, professional services and front line support programs.
- Full clean driving license
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.
About Rapid7
At Rapid7, we are on a mission to create a secure digital world for our customers, our industry, and our communities. We do this by embracing tenacity, passion, and collaboration to challenge what's possible and drive extraordinary impact.
Here, we're building a dynamic workplace where everyone can have the career experience of a lifetime. We challenge ourselves to grow to our full potential. We learn from our missteps and celebrate our victories. We come to work every day to push boundaries in cybersecurity and keep our 10,000 global customers ahead of whatever's next.
Join us and bring your unique experiences and perspectives to tackle some of the world's biggest security challenges.
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