Manager, Security Solutions Engineer - East Large

Rapid7•Boston, MA

19d

About The Position

Rapid7 is looking for a motivated, growth-oriented leader to join our Commercial Solution Engineering organization. As a Solutions Engineering Manager, you have the skills to lead, support, and motivate your team in a fast-paced environment. You understand how to position the Rapid7 Portfolio on various levels of responsibility with customers and adjust to the interlocutors, to question and understand their motivations and motivational factors with a focus on making the customer successful. You are the central point of contact in all matters relating to the solution engineering organization within your region. You will work closely with the responsible regional managers and their sales teams and thus support sales achievement. In addition, you know how to motivate, support, and coach your employees and promote their strengths. About the Role In this role, you will: Provide ongoing enablement to SEs for technical and non-technical pre-sales techniques to deliver the best experience to customers and prospects to meet their cyber security challenges. Lead the Solutions Engineering team in following the sales process and best practices, as well as ensuring proper use of our Salesforce CRM system. Partner with Sales management to drive overall revenue, identify opportunities to improve,and standardize best practices in SE/AE relationship Conduct reviews of technical capabilities to ensure SEs reach and maintain required technical knowledge and to effectively perform their pre-sales duties Coach and develop the SE team in growing their soft skills. This not only includes public speaking and communication skills, but customer relationship development, technical sales and customer advocacy skills. Provide periodic performance reviews, handle personal issues, competitive losses/wins, and personal/professional development opportunities. Assess skill sets and provide ongoing coaching and feedback to team members to meet objectives, reinforce sales methodologies, and provide guidance on career path direction. Support AE/SE teams with their opportunities to ensure a high rate of success and achieve revenue targets, by assessing customer information, identifying and addressing problem areas, formulating relevant solutions, and presenting solutions effectively. Support our CSM teams to increase product adoption and effectiveness in our current customer base. Work with our Channel partners to enable partner sales engineers to scale our business. Be the “Chief Technology Officer” for your business. Be active in your largest partners, accounts and opportunities helping drive them to close. This includes doing discovery calls with customers to understand their challenges, delivering sales presentations, presenting technical information about the Rapid7 Platform and conducting product demonstrations for both technically and non-technically oriented Competencies and relationship development with the customers.

Requirements

5+ years of hands-on/customer-facing experience with cloud security, network security, incident detection and response, or application security.
Proven experience in working with Distributors and Resellers to enable them to sell technical solutions.
Excellent verbal and written communication skills in English.
Analytical mindset with the ability to collect and research data; design workflows and procedures; identify data relationships and dependencies; synthesize complex or diverse information; use intuition and experience to complement data.
Proven ability to adapt to changes in the work environment; manage competing demands; change approach or method to best fit the situation; be able to deal with frequent change, delays, or unexpected events.
Prioritize and plan work activities across a broad team; use time efficiently; plan for additional resources; set goals and objectives; develop realistic action plans
Bachelor's degree or technical degree and/or 5+ years of related work experience.

Responsibilities

Provide ongoing enablement to SEs for technical and non-technical pre-sales techniques to deliver the best experience to customers and prospects to meet their cyber security challenges.
Lead the Solutions Engineering team in following the sales process and best practices, as well as ensuring proper use of our Salesforce CRM system.
Partner with Sales management to drive overall revenue, identify opportunities to improve,and standardize best practices in SE/AE relationship
Conduct reviews of technical capabilities to ensure SEs reach and maintain required technical knowledge and to effectively perform their pre-sales duties
Coach and develop the SE team in growing their soft skills. This not only includes public speaking and communication skills, but customer relationship development, technical sales and customer advocacy skills.
Provide periodic performance reviews, handle personal issues, competitive losses/wins, and personal/professional development opportunities.
Assess skill sets and provide ongoing coaching and feedback to team members to meet objectives, reinforce sales methodologies, and provide guidance on career path direction.
Support AE/SE teams with their opportunities to ensure a high rate of success and achieve revenue targets, by assessing customer information, identifying and addressing problem areas, formulating relevant solutions, and presenting solutions effectively.
Support our CSM teams to increase product adoption and effectiveness in our current customer base.
Work with our Channel partners to enable partner sales engineers to scale our business.
Be the “Chief Technology Officer” for your business.
Be active in your largest partners, accounts and opportunities helping drive them to close. This includes doing discovery calls with customers to understand their challenges, delivering sales presentations, presenting technical information about the Rapid7 Platform and conducting product demonstrations for both technically and non-technically oriented Competencies and relationship development with the customers.