Senior Manager, Deal Pursuit Operations at Rapid7
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 for the Sr. Manager, Deal Pursuit role to lead our Deal Architecture and Proposals teams. In this role you’ll be part of the Business Operations leadership team reporting to the Sr. Director of Growth Operations, and will be responsible for leading, designing and overseeing the evolution of our deal motion and timely delivery of high-quality responses to global business opportunities.
You will be responsible for a team focused on reducing friction, driving clarity and improving the efficiency and effectiveness of our go-to-customer commercial process - ranging from crafting, and enabling new programs to ensuring the timely delivery of high-quality responses to global business opportunities for our customers. 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.
As the Senior Manager you’ll work cross functionally across the entire organization from Sales, Customer Success, Services Consulting, and Project Management to Legal, Marketing, Finance and Information Security, among others. If you are 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.Essential Responsibilities
Provide insight into effectiveness of pricing strategy, sales programs, negotiations, commercial operations, and deal financials.
Design, evolve and implement a deal pursuit process that balances efficiency, process, and creativity to reduce friction, increase clarity and to help create advantageous outcomes
Lead evolution of deal pursuit strategy including competitive analysis, developing win themes and technical approaches
Manage the planning, development and execution of proposals, SAOs, SOWs, vendor risk assessments and security questionnaires
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
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 deal pursuit process and content is effective to strategically position Rapid7 products and services throughout the sales lifecycle
Design and curate high quality technical content as well as implement formalized and effective quality assurance processes for customer facing deliverables to ensure consistency and a great customer experience
Lead and develop a global team to impact deal velocity and negotiating capabilities to help accelerate Go-to-customer growth while focusing on our customers outcomes and experience. .
Define and measure key metrics to determine effectiveness and impact of Deal Pursuit team and regularly present these metrics to support business decision-making and planning
Foster continued enhancement of programs, content and processes; proactively work across the organization to identify and lead opportunities for impact and efficiency and team development
Partner with Marketing to effectively develop and utilize highly impactful customer content throughout the customer/prospect journey with us.
Work closely with Growth Development to build and maintain training materials to help enable a broad set of internal teams; from Sales, Sales Engineering, & Customer Success Management to Services Consultants and Customer Advisors. Support enablement of external partners and subcontractors
Support our Global Sales, Services, and Product teams on pricing related initiatives, new products, and strategic programs, advising on contract and system requirements.
Partner with Services Consulting Leadership to drive best practices centered on standardizing recommendations and vulnerabilities and the development of new offerings
Partner with Operations, Project Management and Technical Program Management to scale and automate by enhancing tools, workflows, process improvements and communication paths for customer escalations
You're an excellent leader and will have significant experience in managing the proposal lifecycle and content delivery that drives customer satisfaction and engagement. The role requires a good mix of project management capabilities, plus top-notch verbal and written communication skills. We are looking for someone with passion, energy, intellect and drive who can bring fresh ideas, is accomplished in developing and aligning strategies with business priorities, and is adept at developing standards and best practices.
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
Proven experience recommending, implementing, and integrating processes, tools, and best practices
Skilled communicator that drives operational excellence; experience supporting sales and technical teams
Demonstrated ability to work cross-functionally to create impact; ability to support and meet dynamic and tight deadlines in a customer-oriented environment.
Experience leading cross-functional teams and managing across multiple geographically dispersed offices
Bachelor’s Degree in Business, Finance, English, Communications, or Engineering required
Minimum 7-10 years of experience in deal/desk, pricing, proposal and/or technical writing management preferably in Technology, Cyber-Security or SaaS organizations
Expertise with Google Suite and/or MS Office Suite as well as CRM tools such as SFDC, NS or Gainsight. Experience with content collaboration tools (Ombud) or data visualization tools (I.e Domo, PowerBi, etc) a plus