EMEA Distribution Channel Manager

  • R6093
  • Germany
  • Munich, Germany

The Distribution Channel Manager will drive our Sales & Channels engagement with distributors across the entire EMEA partner ecosystem. You will be responsible for working with large national and local distributors to build a Distribution Partner Program. Specifically defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies in each year based on Rapid7’s global, theatre, and regional priorities and strategies.

About the Team

The channel organization at Rapid7 is a strategic pillar for our continued growth

within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with an ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products. You will work on an EMEA basis and will join our DACH team of 2 Channel Account Managers, each responsible for different relationships either regionally or also across EMEA. 

About the Role

As Rapid7’s EMEA Distribution Channel Manager you will manage the overall distribution program to drive consistency, measurement and performance with Rapid7’s distributor Network. You will also be responsible for the overall business execution and performance management with our distributor network.  As a ‘partner first’ business it is crucial that we have strong strategic relationships with our distributors to allow Rapid7 to have continued success. 

In this role you will:

  • Schedule, prepare and lead recurring Business Review meetings (QBRs) three times per year with a cross-functional audience such as Sales Management, Marketing, Services and the Channel SE team

  • Build processes to ensure that in the first two weeks of the quarter each Distributor updates the annual business plan with the previous quarter’s results and set targets, objectives, and activities for the new quarter

  • Lead monthly calls to update distributors to cover relevant new company information or content provided in the previous month. 

  • Ensure company content, programs and updates reach the appropriate contacts within the distributor and share calls-to-action for the distributors

  • Work to devise best-in-class distributor quoting utilization.

  • Define Program Compliance requirements for Distribution and their Managed Partners, including working with the distributor on plans to address gaps in Partner requirements and to make a decisions on up-levelling, downgrading or off-boarding of Partners

  • Work closely with the Renewals team and distributors to improve renewals process efficiency and to improve key Renewal business KPIs

  • Responsible for building and monitoring plans with distributors to drive attendance to important Rapid7 global, regional, and local events

  • Drive engagement with distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions

  • Responsible for forwarding pertinent company and industry emails to distributors. Emails received from WW/HQ/EMEA that are appropriate for external audiences.

  • Facilitate cadence of “Peering” between local management teams

  • Facilitate local Sales team engagement with Distribution

    As well as the above, Distribution operations management is also extremely important.  Here you will:

  • Handle (solve or escalate) all critical issues related to day-to-day order processing and Distributor credit situations

  • Be available to Distributor or Rapid7 Channel Account Manager at each end of month / EOQ and participate actively in the “War Room” virtual environment at EOM/EOQ to ensure flawless execution of all commit orders

  • Ensure distributors are reviewing their pipeline to ready their systems and accounts for processing orders with available credit and accuracy

  • Work actively with Distributor, Channel Account Manager, and Sales Manager on logistics and coordination of large, multi-site / multi-theatre Global Projects

  • Define and Manage Distribution rebates by working with Channel Operations in setting targets and defining objectives; provide regular rebate updates – this should include QTD against target funnel and in quarter pipeline report

  • Manage all processes and documentation related to Marketing Development Funds (MDF)

The skills you’ll bring include:

  • Distribution or Channel management experience from the Security vendor space (ideally) or from the partner/distributor ecosystem. 

  • Program Management or BU Management or close work in channel programs projects

  • Working knowledge and experience selling technology solutions to Enterprise and mid-market customers

  • Ability to develop complex partner and territory plans and strategies

  • Skilled in developing business plans, contributing to strategic plans, and for devising reporting to track business Key Performance Indicators (KPI) and return on investment (ROI)

  • Confirmed experience influencing senior level partner executives

  • Strong presentation and leadership skills and the ability to describe market transitions and develop and lead virtual sales teams.

  • Proven ability to communicate effectively and professionally (verbal and

  • written) with customers and collaborate with a variety of organizations.

  • Strong time management, organizational, and negotiation skills

We know that the best ideas and solutions come from multi-dimensional teams. Teams reflecting a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.

About Rapid7

Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We’re on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people.


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