Channel Account Manager, New York / Mid-Atlantic

Channel Account Manager
As a Channel Account Manager, you are responsible for partner attainment against annual goals and milestones, managing over +30% growth for a dedicated territory.
About the Team
Reporting to the Senior Manager, Regional Channel Sales, the Channel Account Manager, New York/Mid-Atlantic will enable and nurture our channel partners in New York, Delaware, DC, Maryland, New Jersey, Pennsylvania. You're successful at developing strong relationships with our strategic partners and alliances using available internal and external resources, to maximize 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
• Negotiate with 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 and actions to Channel leadership

The Skills You'll Bring Include

• 4+ years of channel management experience, with a proven track record in exceeding sales quotas and targets working with channel partners in the assigned territory
• Ability to manage both a territory and named focused partners
• Knowledge and experience in the assigned territory
• Ability to present value and negotiate deals with decision makers across sales, internal and partner teams. Direct sales experience a plus
• Strong sales acumen with a deep understanding of the channel sales model and some existing relationships
• Comfortable presenting effectively and persuasively in front of audiences, both technically and non-technically oriented
• Knowledge of the security industry and competitors is a plus, as well as curiosity to learn about Rapid7's portfolio
• Bachelor's Degree
• Travel approximately 40%

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.
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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:
$136,400.00 - 184,600.00 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.