Director, North America Channel Sales

Rapid7

4d

About The Position

Director, North America Channel Sales Rapid7 is seeking a proven leader and accomplished Go-to-Market executive to join our North American region as the Director of Channel Sales. This role is crucial to our growth strategy, responsible for continuing to evolve and execute all aspects of our partner sales strategy across North America. You understand how the power of partnerships unlock market potential and better serve customer needs in a changing technology and security landscape. About the Team Our North American Regional Channel has been growing steadily over the last few years, with accelerated growth expected in the coming year.. The NA Channel organization is integral to our current and future success, driving partnership revenue and growth with our channel partners. We are actively building, but also executing at scale, and we require dynamic leaders who can do both of these things. About the Role Reporting to VP of Global Channels, you will be responsible for defining and driving our overall Channel strategy and execution in North America. You will lead and develop the North American Channel Sales team to attract, manage, and scale a channel of resellers, MSSPs, and other key partners. A large part of this role will be focused on developing strong executive relationships with our strategic partners and alliances to maximize revenue opportunities and establish Rapid7 as a long-term, strategic partner. In this role, you will: Lead and coach a high-performing channel sales team that consistently meets or exceeds annual sales targets. Execute regionally while aligning with Global partner motions that span all regions and segments. Identify, develop, and build strong executive relationships with new and existing channel partners, including Value-Added Resellers, MSSPs, System Integrators, and Distributors. Implement metrics-based business plans and provide clear, concise updates to leadership regarding key program initiatives, performance, and overall strategy. Champion the evolution and growth of the Partner Program, leading the development of enablement and certification programs for select partners. Cultivate strong cross-functional relationships internally across Direct Sales, Marketing, Customer Success, and Sales Engineering teams. Oversee team development and performance through continuous coaching, creating personalized learning and development tracks for team members. Prepare and participate in weekly forecast calls and quarterly business reviews. The skills you’ll bring include: 7+ years of developing and leading a regional North American channel sales team with a strong background in Security SaaS solutions. A proven history of successfully developing and managing SaaS channel partner programs in the software industry.. Sales leadership experience, including building and developing teams and a referenceable track record of working collaboratively in matrix environments. 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. Extremely strong cross-functional skills, with the ability and desire to build relationships with other teams to achieve broader company objectives. Strong business management with the ability to establish team budgets, quotas, activity metrics, and forecasts to deliver monthly, quarterly, and annual sales goals. A skilled communicator with strong presentation and interpersonal abilities, able to engage effectively with executive-level partners and deliver Rapid7 solution value messaging. 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, our vision is to create a secure digital world for our customers, our industry, and our communities. We do this by harnessing our collective expertise and passion to challenge what’s possible and drive extraordinary impact. We’re building a dynamic and collaborative workplace where new ideas are welcome. Protecting 11,000+ customers against bad actors and threats means we’re continuing to push the envelope just like we’ ve been doing for the past 20 years. If you ’re ready to solve some of the toughest challenges in cybersecurity, we’re ready to help you take command of your career. Join us. Rapid7, Inc. is committed to fair and equitable compensation practices. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications. We evaluate compensation decisions on a case-by-case basis, and it is not typical for an individual to be hired at the very top of the salary range. The salary range for this role in the US is: $171,300.00 - 231,700.00 USD Annual Salary ranges may vary based on geographical location. This range does not include variable/incentive compensation, equity and benefits (where applicable/eligible). All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law. Rapid7 is creating a more secure digital future for all by helping organizations strengthen their security programs in the face of accelerating digital transformation. Our portfolio of best-in-class solutions empowers security professionals to manage risk and eliminate threats across the entire threat landscape from apps to the cloud to traditional infrastructure to the dark web. We foster open source communities and cutting-edge research–using these insights to optimize our products and arm the global security community with the latest in attacker methodology. Trusted by more than 11,000 customers worldwide, our industry-leading solutions and services help businesses stay ahead of attackers, ahead of the competition, and future-ready for what’s next.

Requirements

• 7+ years of developing and leading a regional North American channel sales team with a strong background in Security SaaS solutions.
• A proven history of successfully developing and managing SaaS channel partner programs in the software industry.
• Sales leadership experience, including building and developing teams and a referenceable track record of working collaboratively in matrix environments.
• 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.
• Extremely strong cross-functional skills, with the ability and desire to build relationships with other teams to achieve broader company objectives.
• Strong business management with the ability to establish team budgets, quotas, activity metrics, and forecasts to deliver monthly, quarterly, and annual sales goals.
• A skilled communicator with strong presentation and interpersonal abilities, able to engage effectively with executive-level partners and deliver Rapid7 solution value messaging.

Responsibilities

• Lead and coach a high-performing channel sales team that consistently meets or exceeds annual sales targets.
• Execute regionally while aligning with Global partner motions that span all regions and segments.
• Identify, develop, and build strong executive relationships with new and existing channel partners, including Value-Added Resellers, MSSPs, System Integrators, and Distributors.
• Implement metrics-based business plans and provide clear, concise updates to leadership regarding key program initiatives, performance, and overall strategy.
• Champion the evolution and growth of the Partner Program, leading the development of enablement and certification programs for select partners.
• Cultivate strong cross-functional relationships internally across Direct Sales, Marketing, Customer Success, and Sales Engineering teams.
• Oversee team development and performance through continuous coaching, creating personalized learning and development tracks for team members.
• Prepare and participate in weekly forecast calls and quarterly business reviews.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed