Channel Account Manager, New York / Mid-Atlantic

📋 Description

• • Lead regular business planning efforts to align partner and Rapid7 go-to-market strategies and establish annual business objectives for dedicated channel partners.
• • Manage and drive over 30% annual growth in revenue within the assigned territory covering New York, Delaware, DC, Maryland, New Jersey, and Pennsylvania.
• • Develop and execute engagement plans for focused partner accounts to maximize deal registration, pipeline development, and quarterly sales growth.
• • Responsible for all partner forecasting, reporting, and performance tracking within the territory, providing regular insights to Channel leadership.
• • Negotiate partnership terms, conditions, pricing, and considerations with channel partners to secure mutually beneficial agreements.
• • Enable and train channel partners to effectively implement, sell, and support Rapid7 security solutions, including managing delivery of authorized training and professional services programs.
• • Collaborate directly with field sales, corporate teams, and partners to ensure consistent enablement and build partner confidence in delivering Rapid7’s value proposition.
• • Partner with Customer Success Managers to align on renewal planning and execution, ensuring long-term partner and customer retention.
• • Manage certification programs for partners to ensure competency in Rapid7’s security solutions and service offerings.
• • Provide sales leadership with detailed reporting, business plans, and performance metrics on partner activities and outcomes in the territory.
• • Present Rapid7’s solutions and value propositions persuasively to both technical and non-technical audiences within partner organizations.
• • Travel approximately 40% of the time to meet with partners, attend events, and conduct on-site enablement and planning sessions.
• • Leverage existing relationships and industry knowledge to identify and capitalize on new revenue opportunities within the Mid-Atlantic region.
• • Maintain a deep understanding of the cybersecurity industry, competitive landscape, and Rapid7’s product portfolio to effectively position solutions through channel partners.
• • Work autonomously to manage a territory and a portfolio of named strategic partners while coordinating with internal cross-functional teams.