: ISV Partner Manager

Company Description

Rapid7 is helping organizations around the globe advance securely. Our technology, services, and community-focused research simplify complexity for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks. With more than 7,400 customers across 120 countries, Rapid7 is a recognized leader in cybersecurity that has proudly earned numerous industry accolades and strong recognition for our technology and culture. Learn more at www.rapid7.com.

The Opportunity

The Cloud Partner Manager will be the primary point of contact and advocate for our partnerships with cloud providers like Amazon Web Services (AWS) and Microsoft Azure. You will work with our Sales, Sales Ops, and Marketing teams to develop co-selling motions as well as our Product team to develop new product integrations. You will be an expert in the opportunities that are available to Rapid7 as part of our cloud partnerships and will use your strategic mindset to prioritize and oversee the execution of opportunities that align with our companys business objectives.

While this is not a sales role (non-quota bearing), our ideal candidate will need to be comfortable exploring new lines of business, use networking to develop relationships for new entry points and be confident in talking broadly across product, technology and sales teams both at Rapid7 and with our partners.

The ideal candidate will have extensive experience building and deepening partner relationships, demonstrated successfully leading cross-functional initiatives, as well as proven outcomes in aligning with and enabling global sales teams to generate revenue. The successful candidate will also possess a business background that enables them to drive specific engagement and interaction at the CxO/VP level coupled with a technical aptitude that enables them to easily interact with product managers, engineers and technical architects across global networks and cloud providers.

Essential Responsibilities

  • Lead the day-to-day relationship and business development activities with key public cloud alliance partners (AWS, Azure & Google Cloud) to build mutually beneficial business outcomes

  • Drive cross-functional initiatives and execute change management within Rapid7 teams

  • Be the expert in the sales messaging, motion and organizational alignment for each cloud partner

  • Facilitate joint roadmap and integration discussions with partners to ensure that we're delivering world-class integrations that solve real problems for our customers

  • Drive joint go-to-market efforts that coordinate marketing, sales, and channel alignment

  • Understand each partner intimately, how their partnership programs work, what motivates them, and how to drive commitment to an ever-expanding and deepening relationship

Job Requirements

  • Must have strong working knowledge of AWS people, programs and sales motion in particular, or similar experience with Azure/GCP/other cloud providers

  • 5+ years of experience with enterprise software field sales/alliances/business development, cybersecurity experience is a plus, but not a requirement

  • Demonstrated success in implementing end-to-end initiatives involving multiple products, groups, audiences and deliverables

  • Results-oriented and self-motivated, able to think strategically and execute tactically

  • Tech-savvy coupled with a high degree of intellectual curiosity

  • Proficient with Excel and possesses strong analytical, project management, verbal, written and presentation skills


Employee Testimonials

James Green
Senior Director, Software Engineering

"My favorite memory of being a 'Moose' is our first ever company-wide hackathon in Cambridge. After a fun–filled week for the company kick-off, we still managed to deliver, through the night, on some amazing ideas."

Brett Garofalo
Manager, Mid-Market Sales

"I am not a natural–born salesperson or leader. Rapid7 gave me the mentorship opportunities and leeway to develop those skillsets. Having the support of my management allowed me to take risks and learn from mistakes instead of being tentative and afraid to put myself out there."

Aniket Menon Rapid7
Aniket Menon
Director, Product Management

"I love the infectious energy and fast–paced nature of the job. Unrelenting progress towards becoming the #1 company in Cyber Security. The sheer number of Products and Services we have launched in the last two years is a staggering achievement."

Dennis Nahas Rapid7
Dennis Nahas
Manager of Engineering, IT Devops

"The most fulfilling moments are seeing our products name dropped in the security press, knowing we all contributed to that."

Chris Wallace Rapid7
Chris Wallace
Director, People Strategy

"It's pretty cool to look around the room and know that I played a part in making all of that happen, and that I hopefully helped those people move into a role that they find really rewarding and exciting. Especially in a company where they in turn can have a big impact and take their careers to the next level. The fact that they are all good people, and that we all manage to have a bit of fun in the process, helps too."

Roy Hodgman Rapid7
Roy Hodgman
Manager, Data Scientist

"I feel that [our core value for] continuous learning best represents me because it's been essential to my career here. There are no shortage of tools and techniques that can be applied to the projects I work on, and despite what I think I might know about the problem at hand, more often than not there are new and novel ways to approach it."