Director, Global Partner Marketing

Director, Global Partner Marketing

Partnerships are at the core of Rapid7 go-to-market strategy - as we work with channel partners, hyperscalers, and managed service providers - to drive customer outcomes and scalable growth. This is an opportunity to drive tremendous value in a role that is key to our global growth strategy and Rapid7’s continued advancement and expansion.

About the Team

As we double down on supporting our partner ecosystem we are establishing a global partner marketing center of excellence. This is a new function, which has historically been supported as part of our global campaigns function, and will now be built out as a dedicated team.  The Global Partner Marketing Director is a critical starting point for pulling this team together as we build out the team with new roles, and support existing regional partner marketing managers across NA, EMEA and APJ.

About the Role
As a proven, strategic Partner Marketing leader, you will be a key change agent in our global marketing organization responsible for driving revenue growth through our channel partner ecosystem. We are looking for a strong communicator with the ability to influence and collaborate effectively cross-functionally to drive results.

In this role you will report into the Global VP of Growth and Partner Marketing and be responsible for the following: 

• Strategic partnership alignment: Develop and implement comprehensive global partner brand-awareness and pipeline-generating marketing strategies alongside our go-to-customer & channel leadership teams, aligned to different partner segments (e.g. resellers, service delivery partners, technology alliances, MSSPs, AWS) & company objectives for growth.

• Global leader & marketing interlock for the AWS marketing relationship: Align key Rapid7 stakeholders & geo leaders on the APN and AWS Marketplace partnership goals and key initiatives, and regularly track & report results.

• Partner Marketing team leader:  Build, lead and inspire a geographically-dispersed, lean partner marketing team, fostering professional growth and delivering high impact marketing campaigns that support partners’ revenue growth. 

• Cross-functional collaboration: Be an internal ‘partner’ champion & enabler to core internal teams - such as sales, customer success, product, and marketing - to ensure alignment and seamless execution of partner initiatives; tight alignment with regional Growth Marketing and Channel Directors.

• Integrated campaign planning & development: Partner with the Global Campaigns team to create compelling ‘campaigns/events in a box’ for partners to leverage to generate high-converting pipeline, customer expansion and overall revenue growth; Drive campaign adoption through partners.

• Partner communications & engagement: Drive product, program, and solution awareness through effective communication (e.g. product launches, new campaigns, incentives, spiffs, new training & certification modules), leveraging the partner portal and other marketing channels for communication; build our partner persona communications strategy & content.

• Partner Recruitment: Develop offers and programs to support the recruitment of strategic partner segments (e.g. MSSP), aligned to geo goals, and supporting their onboarding to accelerate delivery of their first customer engagement.

• Performance analysis: Establish reporting KPIs to track partner marketing performance metrics, both centralized and matrixed from regional marketing teams.  Assess campaign performance, marketing impact on deal registrations and overall contribution to-channel pipeline. Test and refine for optimal ROI, working closely with Finance and Channel leadership.

• Budget Management: Manage global market development funds (MDF), ensuring optimal allocation of resources to different geos, initiatives and campaigns for maximum ROI; Refine global framework, guidelines, governance and performance standards.

The skills you’ll bring include:

• 10+ years of experience in B2B marketing, mostly within partner marketing (budgeting, planning, program, execution).

• Motivational leadership with a proven track record in building and developing high performing and engaged teams. Global leadership experience is a plus.

• Demonstrable experience and knowledge of different channel models in North America and International markets, including resellers, distribution, consulting, GSI, and how to motivate them to drive demand in their local markets.

• Industry acumen; a strong understanding of technology, trends, and GTM strategies, ideally in cybersecurity, SaaS or Cloud.

• Action-oriented and a builder; ability to create the vision and plan, and execute against goal