Commercial Offerings Manager at Rapid7
Rapid7 is a leading provider of security data and analytics solutions that enable organizations to implement an active, analytics-driven approach to cyber security. We combine our extensive experience in security data and analytics and deep insight into attacker behaviors and techniques to make sense of the wealth of data available to organizations about their IT environments and users. Our solutions empower organizations to prevent attacks by providing visibility into vulnerabilities and to rapidly detect compromises, respond to breaches, and correct the underlying causes of attacks. Rapid7 is trusted by more than 9100+ organizations across 125 countries, including 52% of the Fortune 100. To learn more about Rapid7 or get involved in our threat research, visit www.rapid7.com.
This newly created position is perfect for a self-starting individual contributor who is highly motivated to drive rapid growth across the business while leading a fast-paced, matrixed team. As the Commercial Offerings Manager, you’re responsible for ensuring that the appropriate infrastructure (people, process and technology) is in place for the successful commercialization of Rapid7 offerings, spanning from minor SKU updates to the convergence of acquired products to the launching of innovative game-changing cyber security solutions. This position will regularly partner with cross-functional teams to translate product requirements into systematic and operationally supportable offerings. If you’re a customer-centric doer who possesses high energy, a can-do attitude and problem-solving skills, as well as the ability to engage with and influence people at multiple levels, then this is the role for you.
Reporting to the Director of Commercialization, in this role you will:
Commercial Offerings Architecture & Readiness:
Using your CPQ (configure, price & quote) subject matter expertise, provide recommendations as to how to implement offerings into the Rapid7 commercial infrastructure in support of stakeholder and customer requirements.
Provide strong business points of view as to how best to present offerings across all touch points in the Quote-to-Cash processes.
With a “best practice” mindset, offer process suggestions in support of continued improvement and in the spirit of “Never Done”.
Recommend “Good, Better, Best” implementation alternatives while thoughtfully balancing the customer experience, the need for speed to market and operational efficiencies.
Document the commercial requirements required to bring an offering to the marketplace
Partner with Discovery, Design and Development colleagues to deliver impactful solutions to Rapid7 customers.
Commercial Offerings Governance:
Provide clear guidance to cross-functional teams on the timing of promotional windows, scaling requirements, end-of-life migration strategies, etc. to allow for adequate ramping, resource allocation, training timetables, etc.
Develop standard, common definitions and rules of engagement for commercial offerings such as promotions, SKU additions, product features and pricing attributes, etc.
Develop estimates for the level of effort required to implement each Offering type to help set delivery expectations out the gate to offerings creators.
Commercial Offerings Roadmap Management:
Maintain and regularly socialize the Commercial Offerings Roadmap to ensure alignment of priorities and visibility to impacted teams.
Regularly solicit input from key stakeholders on new offerings in the pipeline so to make decisions and recommendations based on a comprehensive view.
Triage new requests and set appropriate delivery expectations with business partners
Identify and proactively communicate potential offering and delivery risks and facilitate remediation efforts as appropriate
In return you will bring:
A minimum of 3 years of related experience, and 5+ years of experience in B2B SaaS software industry operations (Product, Sales, Business or Customer Success)
Strong expertise with SFDC functionality, specifically with an emphasis on CPQ related objects
Demonstrated experience supporting cloud subscriptions across the customer journey (New Sales, Amendments, Renewals, Cross-sells, Upgrades/Downgrades, etc.)
Thorough understanding of SaaS subscription commerce, CPQ, Quote-to-cash, Renewals management, order management, revenue recognition etc.
Ability to work independently and with minimal supervision
Ability to work both strategically and “deep in the weeds”
Passion for partnering cross-functionally, while driving teams to common goals
Demonstrated ability to execute multiple projects and meet project deadlines in a fast-paced, deadline driven environment
Excellent written, verbal communication and presentation skills
Undergraduate degree required