at Onapsis
About the job
Onapsis is on a mission to safeguard the most critical business applications that business depends on daily. Over 20% of the Fortune 100 rely on Onapsis to secure their business-critical applications and ensure they are compliant and available.
Summary of Position
You are the trusted advisor and value champion for complex, high-value accounts. Your focus is Value Realization & Retention, navigating client politics and leading renewals.
Responsibilities
- Strategic Account Management: Manage relationships with C-level executives across complex enterprise accounts.
- Trusted Advisor: Proactively identify customer needs and tailor solutions to enhance security posture and ROI.
- Voice of the Customer: Lead "Voice of the Customer" initiatives internally to shape product investments.
- Expansion: Identify and assess expansion opportunities based on customer business objectives.
Key Capabilities
- Business Acumen: Analyze business fundamentals and develop compelling ROI scenarios.
- Value Justification: Quantify cost savings and develop compelling value propositions.
- Executive Advocacy: Build exceptional loyalty through executive-level advocacy.
Qualifications/Experience Required
- 7+ years experience in customer success at an on-premise/SaaS company.
- Demonstrated ability to maintain high retention across a complex portfolio.
- ERP experience (SAP, Oracle) and strong vulnerability management knowledge.
- Experience manager customer success and sales processes using CRM software desired.
- Fluency in German is required.
What we offer:
A role in shaping the future of protecting the most critical applications that run the world's business and a career that grows as the company grows.
A unique culture of high achievement and teamwork.
Supportive and humble colleagues are the space's top problem solvers and innovators.
Financial security through competitive compensation and incentives.
About our Company:
Onapsis is a proven market leader that protects your business's most critical applications. Only Onapsis delivers the actionable intelligence, automated governance, continuous monitoring, and secure change capabilities required by cross-functional teams to optimize workflows and automate manual tasks so they can embrace and accelerate SAP and Oracle E-Business Suite (EBS) modernization, cloud, IoT, and mobility initiatives while keeping the most vital systems and data protected and compliant.
Headquartered in Boston with regional offices in Heidelberg, Germany, Buenos Aires, Argentina, Texas USA, and now in Bucharest, Romania, Onapsis proudly serves more than 300 leading brands and organizations, including many of the Global 2000.
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Skills Required
- 6+ years in Customer Success/Account Management
- 2+ years of People Leadership
- Experience navigating Board-level relationships
- History of owning $5M+ in aggregate ARR
- Proficiency in German is a plus
What We Do
Onapsis protects the mission-critical applications that run the global economy, from the core to the cloud. The Onapsis Platform uniquely delivers actionable insight, secure change, automated governance and continuous monitoring for critical systems—ERP, CRM, PLM, HCM, SCM and BI applications—from leading vendors such as SAP, Oracle, Salesforce and others. Onapsis is headquartered in Boston, MA, with offices in Heidelberg, Germany and Buenos Aires, Argentina. We proudly serve more than 300 of the world’s leading brands, including 20% of the Fortune 100, 6 of the top 10 automotive companies, 5 of the top 10 chemical companies, 4 of the top 10 technology companies and 3 of the top 10 oil and gas companies. The Onapsis Platform is powered by the Onapsis Research Labs, the team responsible for the discovery and mitigation of more than 800 zero-day vulnerabilities in mission-critical applications. The reach of our threat research and platform is broadened through leading consulting and audit firms such as Accenture, Deloitte, IBM, PwC and Verizon—making Onapsis solutions the de-facto standard in helping organizations protect their cloud, hybrid and on-premises mission-critical information and processes.
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