Director, Channel Sales APAC

3+ months agoMelbourne, Australia

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 APAC region as Director of Channel Sales. In this role you understand how the power of Partnerships unlock market potential and better serve customers needs in a changing technology and security landscape. This is an opportunity to drive tremendous value in a role that is key to our growth strategy in a culture that supports trying new approaches and continuous learning.

About the Team

Rapid7 teammates are "Moose", because the plural of moose... is moose. We are one team, as a company, and in APAC we are one team super focused on making our customers successful and growing our business together, regardless of our specific roles. The Partner organization in APAC is integral to our current and future success. We're actively building, but also executing at scale, and we require dynamic Moose who can do both of these things.

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About the Role

Located in either Melbourne 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 and a referenceable 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.

About Rapid7

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 methods. Trusted by more than 10,000 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.


Client-provided location(s): Melbourne VIC, Australia
Job ID: rapid7-R6295