Director, Business Operations - Strategic Partnerships at Rapid7

| Greater Boston Area
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Company Description

Rapid7 (NASDAQ: RPD) 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 9000 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

 

Rapid7 is seeking an exceptional leader to join us as the Director of Strategic Partnership Operations. In this role you’ll be a key leader in the Business Operations leadership team, reporting to the Sr. Director of Growth Operations, and working hand in hand with our Strategic Partnership team, will be responsible to lead, design and operationalize the evolution and growth of our global strategic partnerships’ process and insights. S/he will work cross functionally across the entire Rapid7 organization from Sales, Customer Success to Legal, Marketing, Finance and Information Security among others. If you’re passionate about leading a great team, want to be part of a fast-paced and rapidly growing company, have an interest in cybersecurity, and are excited about making positive impacts on our customers, this may be the opportunity for you

As the Director of Strategic Partnership Operations, you will use your deep analytical skills and strong operational acumen to develop a deeper understanding of our operational performance, driving insights that help evolve our programs, and innovating our processes to fuel programs’ efficacy and growth. Additionally, you will support and partner with the SVP of Global Strategic Partnerships to evaluate and design the structure of programs supporting our growth of our MSSP Program and our Cloud Alliances (i.e. AWS Marketplace, etc)

As a result, you'll be responsible for a team focused on enhancing engagement, driving clarity and improving the efficiency and effectiveness of our go-to-customer commercial processes through these channels. This key role will have a direct impact on the success of our customers as well as our internal teams supporting customer outcomes. If you’re a thought leader and great communicator who sees opportunity where others see challenges, focuses on the big picture without overlooking the details, and fosters a positive team environment, then this role at Rapid7 is for you. This position offers the opportunity to work in an exciting and dynamic environment, combining technical knowledge and analytical depth with creativity to produce professional materials for internal and external customers. 

Essential Responsibilities 
  • Lead Operational model for Strategic Partnerships, evolving and defining key metrics to determine effectiveness and impact of the Channel, MSSP, Alliance & Cloud Providers. 

  • Provide insights that supports actions and support business decision-making, strategy and planning; evolve our analytics and processes to better align with business objectives

  • Collaborate on Program design and development across Channel, MSSP, Alliance & Cloud Providers to ensure alignment globally with an effective GTM.

  • Partner with Sales and Customer Success Operations to integrate strategic partnership strategy into the broader operational model.

  • Design, evolve and partner to evolve our partnership processes that balances efficiency, and creativity to enhance collaboration, increase visibility, reduce internal and external friction to improve partner and customer experience and our overall win rates.

  • Lead and develop a high performing team of professionals, providing effective mentoring and coaching as well as a fostering positive environment of collaboration and professional growth; Mentor and coach across the broader Operations team. 

  • Develop and maintain a broad understanding of Rapid7’s products and services to ensure we continue to deliver high quality proposals that help fuel our growth. Ensure our Strategic Operations programs, process and content is effective to strategically position Rapid7 products and services throughout the sales lifecycle

  • Proactively work across the organization to identify and lead opportunities for impact and efficiency and team development

  • Plan with Marketing to effectively develop and utilize highly impactful customer content throughout the partner journey with Rapid7

  • Work closely with Growth Development to build and maintain training materials to help enable a broad set of external partners.

  • Support our Global Sales, Services, and Product teams on Channel/Indirect related initiatives, new offerings, and programs.

  • Partner with Operations, Project Management and Technical Program Management to scale and automate by enhancing tools, workflows, process improvements.


Job Requirements

 

We’re looking for an excellent leader with significant experience working and impacting indirect sales and operations. The role requires a good mix of analytical and process capabilities, top-notch program management skills, and outstanding communication skills. If you're someone with passion, energy, intellect and drive who can bring fresh ideas, and is accomplished in developing and aligning strategies across our diverse teams then this is the role for you! 

  • Impact-driven individual who makes the complex simple; able to be hands-on as well as strategic

  • Excellent leader with a passion for developing and coaching teams, and driving a cooperative and accountable team environment

  • Demonstrated experience in successfully leading complex projects with high-level results

  • Outcomes-oriented approach to sales and project management – the ability to interact with stakeholders from multiple departments with competing priorities and to see projects through to completion

  • Proven experience recommending, implementing, and integrating processes, tools, and best practices

  • Skilled communicator that drives operational excellence; experience supporting sales, channel and technical teams

  • Experience leading cross-functional teams and managing across multiple geographically dispersed offices

  • Bachelor’s Degree in Business, Economics, or Finance required

  • 8+ years experience with sales & channel operations with corresponding experience managing key metrics for success

  • Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills

  • Familiarity with market research and its methods (highly valued, but not required)

  • Expertise with PRM Tools such as SFDC Communities, ImPartner, etc

  • Expertise with Google Suite and/or MS Office Suite as well as CRM tools such as SFDC, NS or Gainsight. Experience with data visualization tools (I.e Domo, PowerBi, etc) a plus

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • GolangLanguages
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • RubyLanguages
    • ScalaLanguages
    • SqlLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • AngularJSFrameworks
    • DjangoFrameworks
    • ExpressFrameworks
    • FlaskFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • Ruby on RailsFrameworks
    • SparkFrameworks
    • SpringFrameworks
    • TensorFlowFrameworks
    • CassandraDatabases
    • MongoDBDatabases
    • MySQLDatabases
    • PostgreSQLDatabases
    • RedisDatabases
    • Google AnalyticsAnalytics
    • OptimizelyAnalytics
    • IllustratorDesign
    • InVisionDesign
    • PhotoshopDesign
    • SketchDesign
    • AsanaManagement
    • ConfluenceManagement
    • JIRAManagement
    • WordpressCMS
    • SalesforceCRM

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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