Last updated at Tue, 05 Dec 2023 16:00:00 GMT
When you’re a seller, it’s important to represent a reputable brand and products you can stand behind. For many companies, their partners act as an extension of the sales team to help identify and engage new customers. As a Senior Channel Account Manager, Joanne Guariglia shares what she loves most about her role, Rapid7, and why now is a great time to join the team.
What is it that initially attracted you to Rapid7?
In my previous role, I was with a company that had an integration with Rapid7 so I had been working in tandem with some of the leadership team. They were always down to earth, very genuine,open and honest about the great things happening, and what some of the challenges were. My partners also enjoyed working with the Rapid7 team and I could see they were making waves in the partner community.
Aside from that, Rapid7 is not just a single solution. Our products can meet customers where they are in their security journey, and grow and scale with them. So having that ability to grow alongside customers was something that I was really interested in.
Would you say a cybersecurity background is required for your role? What skills or knowledge is most important?
I wouldn’t necessarily say a cyber background is a must have before joining Rapid7. We have a comprehensive onboarding program that can help give you a strong foundation in cyber security knowledge as well as our products and services. What’s most important is your ability to grow relationships with our partners and to bring the best technology and solutions to the customer. This is a role where you have to be an effective communicator and a bridge between cross functional teams including Sales, Marketing, Customer Success, Sales Operations, Finance, and the Renewals team to make sure we are aligned on business decisions moving forward. Having that collaboration between teams and knowing we are all working towards the same goal has been really rewarding.
What does the cybersecurity landscape look like, and how does Rapid7 differentiate itself from competitors?
When it comes to the landscape, cyber criminals are always evolving their tactics and continue to increase efforts against businesses of all sizes. Security is not a ‘nice to have'; It's a priority for all businesses and industries, so it’s a field that’s very stable and always growing.
Cybersecurity can also be challenging because it is a crowded market but where Rapid7 has a competitive advantage is in consolidation. Our customers don’t have to work with multiple vendors to satisfy all aspects of their security needs, we can consolidate multiple products and offerings into one cost with one vendor. We’ve come a long way in growing our portfolio and responding to the customers needs, and we are well positioned to continue that growth into 2024 and beyond.
What do you find most rewarding about your role?
What I enjoy most is being able to build lasting relationships with our partners. Partners want to work with trusted brands that are leaders in the space and we have that here at Rapid7. Being that trusted voice and growing the relationship, while educating them about our offerings, enables me to have a positive impact.
Another thing I find rewarding is the ability to create change and outcomes that our partners find valuable. We are a large company, but we are still agile enough to pivot when needed and our culture is one that is supportive of asking questions and sharing new ideas that we can bring to fruition.
What are you most excited for in 2024?
2024 is exciting because our channel team is at the forefront of impacting growth across the organization. We are investing heavily in our partnerships and partner programs, and are making strides with the channel community more than ever. Our company strategy and goals are really clear, and we’re all excited to execute and drive positive impact for the business.
With incredible product offerings and an opportunity to foster and grow partner relationships, there is no better time to be a part of this journey. 2024 is going to be a huge year for us!
Interested in learning more about working for Rapid7? Click here for our careers page, or view all open sales opportunities.
