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Manager, Channel Sales (Central Region)

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Rapid7

19d ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    IT & Cybersecurity
  • Munich

AI generated summary

  • You must have leadership experience in channel sales, SaaS expertise, strong relationship-building skills, hands-on contract management, excellent presentation abilities, and a customer-centric approach.
  • You will lead a channel sales team, develop partnerships, provide sales support, foster cross-functional collaboration, and enhance partner onboarding and training to achieve growth goals.

Requirements

  • Previous leadership experience in managing and developing a regional channel sales team, with a strong background in Cloud, SaaS/ARR, or Security industries
  • Proven track record in successfully creating and managing SaaS channel partner programs within the software sector
  • Exceptional cross-functional abilities, with a strong drive to build relationships across teams to align with broader company goals
  • Hands-on experience in managing contracts, channel marketing, compensation structures, and incentive programs to effectively drive indirect sales through a partner sell-through model
  • Strong presentation skills, with the capability to explain complex technology concepts to diverse audiences, both technical and non-technical
  • A customer-centric sales approach, with the ability to instill this mindset in your team, ensuring a focus on understanding and addressing customer needs in every decision
  • A skilled communicator with excellent consultative selling and interpersonal abilities, able to engage effectively with executive-level customers and partners

Responsibilities

  • Assist the EMEA Channel Director in leading a high-performing channel sales team that consistently achieves or surpasses annual goals.
  • Oversee team development and performance through continuous coaching, creating personalized learning and development tracks for each member.
  • Build and nurture strong relationships with both new and existing channel partners, including Consultants, System Integrators, Distributors, Value-Added Resellers, ISVs, OEMs, and MSPs.
  • Drive the onboarding and development of partners, covering sales best practices, technology solutions, platform roadmaps, operational processes, and partner programs.
  • Cultivate strong cross-functional relationships with teams such as Sales, Marketing, Customer Success, and Sales Engineering.
  • Offer sales support and resources to channel partners, fostering pipeline growth and driving indirect sales.
  • Work closely with sales leaders to contribute to the growth of the channel program, develop partner-facing materials and sales tools, and assist with tracking, internal communications, and marketing initiatives.

FAQs

What are the primary responsibilities of the Manager, Channel Sales for the Central Region?

The primary responsibilities include leading a team of Channel Account Managers, overseeing team development and performance, building relationships with channel partners, driving onboarding and development of partners, and fostering collaboration with cross-functional teams such as Sales, Marketing, and Customer Success.

What skills and experience are required for this role?

Candidates should have previous leadership experience in managing a regional channel sales team, a strong background in Cloud, SaaS/ARR, or Security industries, and a proven track record in creating and managing SaaS channel partner programs. Exceptional cross-functional abilities, hands-on experience in managing contracts and channel marketing, and strong communication skills are also essential.

What does a typical day look like in this role?

A typical day may involve coaching team members, developing strategic partner relationships, reviewing sales performance, collaborating with the central sales leadership and marketing teams, and strategizing on lead generation and sales programs.

Will I be working closely with other teams within the organization?

Yes, this role involves cultivating strong cross-functional relationships with teams such as Sales, Marketing, Customer Success, and Sales Engineering to drive the success of our channel strategy.

Is previous experience in the security industry necessary for this position?

While experience in the security industry is a plus, candidates with strong backgrounds in Cloud or SaaS/ARR industries may also be considered if they show relevant channel sales experience and leadership skills.

How does Rapid7 define success in this role?

Success in this role is defined by the performance of the channel sales team in achieving or surpassing annual goals, the growth of partner relationships, and the overall contribution to Rapid7's EMEA growth strategy.

What support can I expect when onboarding new partners?

Support during onboarding will include training on sales best practices, technology solutions, platform roadmaps, operational processes, and details about partner programs to ensure a smooth integration with Rapid7's offerings.

Are there growth opportunities within the company?

Yes, Rapid7 promotes a dynamic workplace where employees are encouraged to grow to their full potential, with opportunities for learning and advancement as part of the company's mission.

What’s the company's approach to diversity and inclusion?

Rapid7 values multi-dimensional teams that reflect a variety of backgrounds and professional experiences, believing that diverse teams contribute to the best ideas and solutions.

How does Rapid7 support its employees in achieving their career goals?

Rapid7 fosters a dynamic workplace culture that encourages personal growth, learning from experiences, and celebrating successes, all aimed at providing employees with a fulfilling career experience.

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Rapid7

Technology
Industry
1001-5000
Employees
2000
Founded Year

Mission & Purpose

Organizations around the globe rely on Rapid7 technology, services, and research to securely advance. The visibility, analytics, and automation delivered through our Insight cloud simplifies the complex and helps security teams reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks.