Commercial Offerings Manager

| Greater Boston Area
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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

The opportunity

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

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
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Location

Rapid7 is conveniently located between the North End and West End of Boston, with plenty of restaurants, bars and public transport close by.

An Insider's view of Rapid7

What does your typical day look like?

For the majority of the day it’s a mix of weekly check-ins with various teams, project updates, and the occasional brainstorm.

When I’m not in meetings I’ve got headphones in while planning, writing, or designing — at my desk or perched somewhere around the office.

Grace

Senior Brand Storyteller

What are some things you learned at the company?

When we talk about being a moose and impact together, what we are saying is that we support each other on our journey forward. We actively look for ways to collaborate, strengthen our ideas and learn from each other, no matter what department you may be in at Rapid7.

David

Global Director of Sales Engineering

What are Rapid7 Perks + Benefits

Culture
Volunteer in local community
Once a year, Rapid7 offices across the globe close for the day so employees can volunteer.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Rapid7 is led by a diverse management team that represent the security community we serve. We believe that we all have a responsibility to continuously improve our DE&I efforts.
Unconscious bias training
We believe in continuous learning, our in-house trainers conduct consistent diversity trainings. We advocate for diverse thinking and strive to cultivate a workforce that mirrors the best minds.
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
We have so many amazing and organically created employee resource groups! These internal Rapid7 communities allow for an authentic experience where diverse employees and allies can come together.
Hiring Practices that Promote Diversity
We've taken the Parity Pledge, we reinforce strategic recruitment, we are committed to diversity partnerships, and we understand the importance in training around unconscious bias.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Our remote work program includes full-time remote for specific positions, Work remotely on occasion as needed.
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Our employees receive unlimited hours per year of paid volunteer time.
Paid Holidays
Paid Sick Days
Employees receive unlimited hours per year of paid sick leave.
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Rapid7 has a fully stocked kitchen including unlimited snacks, coffee, tea and all of the flavored sparkling water you can handle.
Some Meals Provided
Employees get free lunch during quarterly in-office Town Halls and some team meetings.
Happy Hours
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Continuing Education stipend
Variable.
Time allotted for learning
Online course subscriptions available
Paid industry certifications
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