Senior Manager of Customer Success, Onapsis
EMEA
Cybersecurity & compliance solutions
Be an early applicant
Cybersecurity & compliance solutions
201-500 employees
Be an early applicant
201-500 employees
Company mission
To be a pioneer in cybersecurity and compliance solutions for cloud and on-premise business-critical applications.
Role
Who you are
- If you thrive on pressure-testing deal strategies, fostering "Extreme Ownership" in your team, and serving as the bridge between technical product evolution and executive value realization, this is your next challenge
- To be successful in this high-impact position, we are looking for a candidate who brings a blend of technical acumen, commercial grit, and empathetic leadership
- 6+ Years in Customer Success/Account Management: Proven track record in the Enterprise space, specifically navigating the complexities of Cybersecurity, ERP, or high-stakes Infrastructure software
- 2+ Years of People Leadership: Direct experience managing a team of 5+ individual contributors. You should have a documented history of hiring, developing talent, and managing underperformance with radical candor
- Complex Stakeholder Navigation: Expertise in managing "Board-level" relationships within Global 2000 organizations, specifically engaging with C-Suite personas (CISO, CIO, CTO)
- The "Commercial Edge": A history of owning $5M+ in aggregate ARR, with a consistent record of meeting or exceeding targets
- Proficiency in German is highly desirable but not strictly required
What the job involves
- The Customer Success Senior Manager (m/f/d) at Onapsis is a "Coach/Player". You are the architect of regional growth, responsible for mentoring a high-performing team of CSMs and Renewal Reps while personally piloting the strategy for our most prestigious, global accounts
- In this role, you don't just manage a book of business; you build a force multiplier
- You will translate complex cybersecurity and SAP-landscape challenges into scalable customer journeys, ensuring our clients don't just "use" our software, but weave it into the fabric of their enterprise security posture
- People Management & Mentorship: Lead a team of CSMs and Renewal Reps. Own the full talent lifecycle: hiring, onboarding, weekly 1:1s, and career pathing
- The "Deal Strategist": Lead weekly account reviews. You aren't just checking boxes; you are pressure-testing renewal strategies, identifying expansion "white space," and coaching your team on how to navigate complex SAP/Cybersecurity stakeholders
- Operational Excellence: Partner with the VP of Customer Success to refine the regional customer journey. Document scalable best practices and ensure the team is utilizing "Extreme Ownership" to manage their books of business
- Cross-Functional Advocacy: Act as the primary regional "Voice of the Customer" for Product and Sales, ensuring that field insights (from your different team portfolios) are synthesized into actionable product requirements
- Elite Account Management: Personally owns 4–6 of Onapsis’ most complex, high-value flagship / T1 accounts
- Model the "Gold Standard": Use your personal portfolio to pilot new playbooks, EBR formats, and expansion strategies. You lead by example, showing your team what a "Board-level" business review looks like in the cybersecurity space
- Commercial Ownership: Manage the end-to-end lifecycle for your select accounts, ensuring ARR is protected and grown through proactive risk mitigation and value realization
Our take
With cybercrime getting more sophisticated, improving threat detection and vulnerability management is essential to maintaining a quality security system. Onapsis provides cybersecurity and compliance solutions for cloud and on-premise ERP and business-critical applications.
Onapsis’ system works by constantly monitoring for vulnerabilities, then prioritizing remediation based on risk and security baselines. Its solutions reduce issue remediation time, improve incident response speed and greatly accelerate digital transformation projects.
Onapsis' clients include big names like IBM, Deloitte and Verizon. Already regarded as a market leader, it is working to solidify this position as the demand for SAP cloud security accelerates. Part of these efforts include the launch of "Control Central", a reinvention of its award-winning Control product with heightened capabilities.
Steph
Company Specialist at Welcome to the Jungle
Insights
-12% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2020
$55m
SERIES D
Apr 2018
$31m
SERIES C
Total funding: $115.6m
Company benefits
- Unlimited paid time off
- Medical, dental, vision
- Disability & life insurance
- 401K
Company HQ
Financial District, Boston, MA
Leadership
Juan Perez-Etchegoyen
(Co-Founder & CTO)Speaker at global industry conferences including Black Hat, HackInTheBox, AppSec, Troopers, Oracle OpenWorld and SAP TechEd. Juan has led many Information Security consultancy projects for some of the world's biggest companies around the globe.
Mariano Nunez
(Co-Founder & CEO)Starting their career as a cybersecurity researcher, Mariano was the first to publicly present on cybersecurity risks affecting SAP platforms and how to mitigate them. They also developed the first open source ERP penetration testing framework.
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