About Us: Onapsis is the global leader in SAP cybersecurity and compliance, trusted by the world’s leading organizations to securely accelerate their SAP cloud digital transformations with confidence. As the SAP-endorsed and most widely used solution to protect SAP, the Onapsis Platform empowers Cybersecurity and SAP teams with automated compliance, vulnerability management, threat detection, and secure development for their RISE with SAP, S/4HANA Cloud and hybrid SAP applications. Powered by threat insights from the Onapsis Research Labs, the world’s leading SAP cybersecurity experts, Onapsis provides unparalleled protection, ease of use, and rapid time to value, empowering SAP customers to innovate faster and securely.
The Opportunity: We are seeking a highly motivated and results-driven Account Executive to join our rapidly growing sales team. In this role, you will be instrumental in expanding our market presence and driving revenue growth by introducing our NEW incidence response solutions to new and existing clients. You will engage with CISOs and security leaders, understand their challenges, and articulate how our solutions can provide critical business value and secure their business critical data.
Location: Remote - USA
What You'll Do:
- Drive New Business: Own and exceed net new revenue targets, positioning Onapsis as a leader in Incident Response solutions and broader cybersecurity market.
- Full Sales Cycle Management: Expertly navigate the entire sales cycle, from prospecting and lead qualification to negotiation and closing complex deals.
- Strategic Prospecting: Proactively identify and qualify potential customers through a combination of outbound prospecting (email, phone, social selling), following up on inbound leads, and leveraging existing customer relationships, and channel partnerships.
- Consultative Sales Approach: Develop a deep understanding of prospective customers' cybersecurity challenges, business objectives, and technical environments. Deliver impactful messaging that translates complex technical cybersecurity solutions into clear business value propositions for CISOs, VPs, Senior Directors, and other key decision-makers.
- Collaboration: Partner closely with Business Development Representatives (BDRs), Sales Engineers, Marketing and internal teams to create compelling value propositions and tailored customer-centric solutions. Leverage our channel sales team and partner ecosystem to unlock opportunities.
- Market Expertise: Stay current with cybersecurity trends, emerging threats, and the competitive landscape. Learn and articulate Onapsis's solution portfolio to position offerings against evolving threats and market needs.
- Pipeline Management & Forecasting: Relentlessly build and maintain a robust sales pipeline, meticulously track progress in Salesforce, and provide accurate forecasts.
- Relationship Building: Build and cultivate strong, long-term relationships with customers and prospects, establishing yourself as a trusted advisor.
- Travel: Travel within your assigned region/territory as needed to meet with customers and attend key business events.
What You'll Bring:
- Experience: Demonstrated expertise in cybersecurity and incident response, with a mandatory background in selling to Security Operations Center (SOC) leaders.
- co-selling and partnering: with cybersecurity resellers (e.g., Optiv, Guidepoint, WWT) and technology providers (e.g., Crowdstrike, Google, Microsoft, Splunk, Palo Alto) - Must have proven experience
- Sales: Strong background in enterprise SaaS sales.
- Sales Acumen: Proven ability to meet or exceed quotas in a complex sales environment. Experience with platform selling, solutions-focused sales methodologies (e.g., MEDPICC), and managing multiple buying centers.
- Communication Skills: Exceptional verbal and written communication skills, with the ability to present complex information clearly and persuasively to business professionals at various levels.
- Interpersonal Skills: High EQ, strong active listening skills, and the ability to build rapport and cultivate relationships.
- Technical Aptitude: Solid technical aptitude and business acumen, with the ability to engage in deep technical discussions beyond standard sales presentations.
- Self-Starter: Highly motivated, self-driven, curious, and competitive, with a high level of integrity and a growth mindset.
- Organizational Skills: Excellent creative, multi-tasking, problem-solving, and organizational skills. Ability to prioritize work and manage a diverse book of business.
- Competitive Total Reward Packages, including compensation, benefits, and stock options
- The space to learn and grow as part of Onapsis’ rapidly growing tribe
- OnaFlex (flexible time off).
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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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