Sales Engineer, Onapsis
EMEA
More information about location
Cybersecurity & compliance solutions
Be an early applicant
Cybersecurity & compliance solutions
201-500 employees
Be an early applicant
More information about location
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
- 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 Engineering: Strong background in enterprise SaaS sales
- Technical Acumen: Deep technical understanding of security architectures, operating systems (Windows, Linux, macOS), networking protocols, and cloud environments (AWS, Azure, GCP)
- Presentation & Communication Skills: Outstanding presentation, written, and verbal communication skills, with the ability to articulate complex technical concepts clearly and concisely to diverse audiences, from technical practitioners to C-level executives
- Problem-Solving: Strong analytical and problem-solving skills, with the ability to quickly understand customer requirements and design appropriate technical solutions
- Customer Focus: A passion for helping customers solve their cybersecurity challenges and a proven ability to build strong technical relationships
- Self-Motivated: Highly motivated, self-driven, and able to work independently as well as collaboratively within a team
- Adaptability: Ability to manage multiple projects simultaneously in a fast-paced, dynamic environment
What the job involves
- We are seeking a highly motivated and results-driven Sales Engineer to join our dynamic presales team
- In this critical role, you will be the technical trusted advisor for our sales organization and prospective clients, showcasing the power and value of our new Incident Response Solutions to new and existing clients
- You will translate complex technical capabilities into clear business benefits, guiding customers through evaluations and ensuring their technical success
- Product Demonstrations & Proof-of-Values (POVs): Deliver compelling and tailored product demonstrations and lead comprehensive Proof-of-Value (POV) engagements, showcasing how our solutions address specific customer challenges and deliver tangible results
- Technical Sales Cycle Support: Act as the primary technical point of contact throughout the sales cycle, expertly responding to functional and technical inquiries from prospects and customers
- Business Value Alignment: Work closely with the sales team to understand business opportunities, clearly defining technical value propositions, key business value, and success criteria for prospective clients
- Technical Communication: Effectively communicate the technical aspects of Onapsis' solution portfolio to clients and prospects through various channels, including webinars, conference calls, face-to-face meetings, and industry conferences
- Competitive Intelligence: Stay current on the competitive landscape and industry trends to understand the unique differentiators of Onapsis' solution suite and effectively position it against alternatives
- Product Feedback: Provide valuable feedback on product quality, features, and market needs to the Product Management and Support teams, contributing to continuous product improvement
- Solution Architecture: Assist customers in understanding deployment models, integration points, and best practices for leveraging our solutions within their existing security infrastructure
- RFP/RFI Response: Contribute to the technical responses for Requests for Proposals (RFPs) and Requests for Information (RFIs)
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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