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About Onapsis:
Onapsis is the market leader in protecting the business-critical applications that power your organization. We provide the actionable intelligence, automated governance, and continuous monitoring capabilities needed to secure your SAP and Oracle E-Business Suite (EBS) environments. Our solutions enable customers to modernize, embrace the cloud, and innovate while staying protected and compliant.
Headquartered in Boston, with global operations, Onapsis serves over 300 leading brands, including many of the Global 2000. Through strategic alliances with firms like Accenture, Deloitte, IBM, Infosys, PwC, and Verizon, Onapsis solutions have become the industry standard for protecting mission-critical applications
The Onapsis Global Business Development team is looking for an experienced full-time sales manager to manage its team of Business Development Representatives (BDRs). In this role, you will be responsible for the success, ongoing training, coaching, and development of the BDRs, managing the team to their KPIs, ensuring a full pipeline of top-quality leads converts to the closing sales team and the attainment of annual revenue goals.
Responsibilities and Essential Functions:
- Manage leads and activity across the team, and manage pipeline generation processes.
- Executing on your team’s plan to meet or exceed meeting held and revenue quota.
- Develop and monitor outbound lead strategies.
- Helping your team to develop their selling skills (discovery calls, deal execution, negotiations, etc) and improve behavioral skills needed for the role (effective communication, problem solving, time management).
- Developing and maintaining a set of metrics to track progress and success of the team.
- Collaborating with Sales and Marketing leadership.
- Provide coaching and guidance to the team via regular 1:1s and in real-time.
- Drive efficiency across team processes and activity.
- Acquire and maintain an advanced knowledge of the Onapsis product suite.
Desired Skills and Experience:
- BA degree and 7+ years’ sales experience, preferably in a SaaS / Enterprise sales market.
- 3+ years demonstrated success managing and coaching business development teams and inside sales teams internationally.
- Deep knowledge of sales best practices, and passion for training and coaching.
- Superior relationship-building and communication skills.
- Ability to adapt your coaching style according to individual team member needs.
- Positive, energetic, and motivating presence.
- Detail and process-oriented with strong analytical skills.
- Advanced knowledge of Salesforce and Salesloft.
- Proficiency in prospecting tools such as LinkedIn Sales Navigator, ZoomInfo, and Lusha.
- Knowledge of MEDDIC, Sandler, BANT or similar sales frameworks.
- Knowledge of Qualified and Orum platforms are an advantage.
This is a global role with BDRs based in Boston and Europe. The role requires a minimum of 3 days in our Boston office.
Benefits:
- Flexible work options
- Competitive compensation, benefits, and stock options
- Opportunities for professional development and advancement
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Skills Required
- Bachelor's degree
- 7+ years of sales experience
- 3+ years managing and coaching business development or inside sales teams internationally
- Experience in SaaS or enterprise sales
- Deep knowledge of sales best practices
- Strong relationship-building and communication skills
- Ability to adapt coaching style to individual team members
- Detail-oriented, process-oriented, and analytical skills
- Advanced knowledge of Salesforce and Salesloft
- Proficiency with LinkedIn Sales Navigator, ZoomInfo, and Lusha
- Knowledge of MEDDIC, Sandler, BANT, or similar sales frameworks
- Knowledge of Qualified and Orum platforms
- Ability to work at least three days per week in the Boston office
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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