VP, Go To Customer Detection & Response Practice at Rapid7

| Greater Boston Area
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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 9,000 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

As the Senior Director of Go To Customer for Rapid7’s Detection & Response practice, you’ll have the unique opportunity to grow and scale the Product Marketing function in a new growth pillar for the company. You should be hands-on and innovative, with high-growth B2B SaaS experience. This person will lead the charge in how to present our Detection & Response product and managed service in ways that tell our unique story in a simple and differentiated way. The GTC leader will help distill and communicate our positioning and value proposition, then work collaboratively across the company to align the entire team around it. We are seeking someone who is excited to take our D&R story to the market, engaging with both our internal sales team, as well as our customers. In 2020, your impact will be felt through the delivery of outstanding product and service launches, refined messaging, and the optimization of product/service packaging and pricing. If you are seeking a chance to tell a compelling story as part of a customer-focused company in a dynamic segment of cybersecurity with a business that is growing 50% YoY, then this role could be for you!

Essential Responsibilities

● Messaging Development & Storytelling - Work with the broader D&R Practice leaders (Service Delivery, Engineering, Product Management, Sales & Support Advisors) and your partners in Marketing and Sales to translate the product and service and capabilities into customer value. Translate this value into messaging that can be used across the organization, and with both business and technical customer personas.

● Customer Advocacy - Be passionate about helping customers achieve their security outcomes. Engage directly with customers and customer marketing to elevate our case studies, customer research and insights, and customer use case examples. Partner with Marketing counterparts to identify cross-sell and up-sell opportunities and drive thoughtful and relevant customer campaigns.

● Go-to-Market - Understand the various levers required to optimize across the funnel and drive market awareness, education, conversion, and adoption. Help advocate for what levers we should pull across display and awareness, demand generation, analyst relations, customer engagement, Sales, and Channel to yield the goals of a given campaign or initiative.

● Product Launches - Be responsible for messaging and execution of feature and product launch go-to-market efforts. Help us build scalable launch and go-to-market processes for releases of various scopes and sizes.

● Partner Marketing - Help us identify and evaluate technical partnership and co-marketing opportunities. Develop, nurture and manage co-marketing campaigns and relationships with relevant partners across the globe.

● Research & Insights - Be the expert on our customers and market. Understand and champion customer needs, pain points, buyer personas, and buying criteria. Become an expert on our product and services and how they are differentiated vs. our competitors. Drive creation of artifacts and enablements that align our business around these critical talk tracks.

● Analytics - Use your curiosity and data and results-driven mindset. Conduct quantitative analysis on market potential, customer usage data, feature testing, and campaign performance. Assist the broader team in developing matrix and dashboards to consistently understand the health and performance of our business.

● Content Marketing - Lead a growing GTC customer team to create relevant marketing content including sales decks, thought leadership content, blog posts, video testimonials and presentations, feature release communications, case studies, etc.

● Commercial - Leverage your desire to promote product-led growth and evolve our packaging and go-to-market motion to further drive this flywheel.

● Leadership & Teamwork - Be passionate about leadership. Take pride in the ongoing coaching and development of your teammates and consistently look for ways to make everyone better at what they do. Strive for understanding and connecting with people. Be genuinely excited about immersing yourself in the world of our prospects and customers, and understand that the quality of your internal relationships will determine your ability to lead and influence.

Job Requirements

● Experience in cybersecurity is required.

● 10+ years in high growth B2B SaaS with deep expertise in product marketing and a track record of leading successful teams and helping businesses stand out in crowded markets.

● Experience in leading product marketing for both established products and markets as well as early-stage product incubation. Experience at both larger companies and startups is a plus.

● Highly skilled story-teller and communicator: proven experience in developing highly differentiated and high impact messaging. Able to turn complex and technical concepts into simple and compelling communications. Able to adjust messaging to meet the needs of each audience from business executives to technical security professionals.

● Charismatic leader: proven ability to influence others and rally them to a cause and/or take action.

● Team player: ability to work cross-functionally, with great communication and presentation skills.

● Outstanding facilitation and collaboration skills: asks good questions to get pertinent information, possesses excellent listening skills, invests in the success of others, and values their input and ideas.

● Creative problem-solving skills: understands root causes and acts with a sense of urgency and commitment.

● Highly strategic: experience and skill in leading complex, cross-functional initiatives, and product launches. Able to fiercely prioritize, develop clear expectations, and deliver results in agreed-upon timelines.

● Proven ability to attract, hire, lead and develop talent: effectively sets goals and creates an environment that sparks creativity, drives results, and fosters continuous learning and a positive culture.

● Prior experience leading the creation of collateral, videos, sales enablement, and other solutions-oriented content.

● Prior experience creating pricing and packaging in a product-led growth organization.

● Strong business acumen, understanding of a variety of go-to-market models, and predilection to be metrics-driven.

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Technology we use

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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.


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.


Global Director of Sales Engineering

What are Rapid7 Perks + Benefits

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
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) 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
Our game room includes Ping Pong.
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
Happy hours are hosted On occasion .
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Acme Co. hosts lunch and learn meetings on occasion.
Cross functional training encouraged
Promote from within
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Paid industry certifications
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