AWS & Azure Alliance Manager, Strategic Alliances at Rapid7
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 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 company’s 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.
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
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