Sales Executive, Onapsis
London Territory
SAP cybersecurity platform
Job no longer available
SAP cybersecurity platform
201-500 employees
Job no longer available
201-500 employees
Company mission
To safeguard what truly matters - the business-critical applications that run our global economy.
Role
Who you are
- Growth company success as a hunter
- Enterprise solution selling into complex accounts (Outcome Based Selling)
- Experience in selling programs (People/Process/Technology) vs. just software
- Navigate & sell with and thru SI / Resellers
- Demonstrated ability to identify and foster executive level relationships while effectively managing relationships across all levels within one account
- Selling at all levels including executive level
- History of focused solution selling within an industry vertical such as Utilities, Life Sciences, and / or Manufacturing
- Highly effective written/verbal presentation and closing skills
Desirable
- 5+ years of experience in a quota carrying sales role selling to the Fortune 5000
- 5+ years of experience selling enterprise software solutions, preferably SaaS and/or cybersecurity/information security
- Experienced in identifying customer pain points/problem areas, business objectives and creating a roadmap of opportunities for account penetration and growth
- Ability to develop a professional rapport, overcome objections and maintain an influential demeanor both in person and over the phone
- Proven experience and resilient network to decision makers in IT, Security and/or SAP in the described region
- Establishing, strengthening and maintaining C-level relationships with clients
- Experience in selling technology or technology services (Managed IT Services, SaaS, PaaS, Hosted Services, Professional IT / Integration Services)
- Challenger Sales Methodology certification highly desirable - Qualifying and closing at every stage of the sales cycle
- Experience with MEDDPICC
- Ability to travel based on the work you do and the clients and industries/sectors you serve
- Fluency in English and resident in the UK
What the job involves
- Creating awareness, building relationships with key client executives, key Onapsis leaders, and developing/pursuing leads
- Navigate complex Enterprise organization structures to discover hierarchy of need, decision makers, influencers and opportunities
- Leveraging executive level relationships to introduce Onapsis, and create and pursue selling opportunities
- Experience in fostering and leveraging partnership relationships with key Value Added Resellers (VARs) , Systems Integrators (SIs) & Platform partnerships (SAP & Oracle) for both “sell to” and “sell through” activities
- Infiltrating and influencing decision-makers at the highest levels within 'large enterprise' accounts
- Supporting direct marketing campaigns - including following up on telemarketing efforts
- Assisting Consulting team(s) to qualify and win opportunities
- Creating strategic and tactical plans to uncover and close opportunities
- Demand management, i.e., work with the consultants and delivery groups to determine the solution details, selling execution strategy
- Excellent negotiating skills to maintain acceptable levels of profitability and revenue
- Teamwork, fostering relationships, and developing consensus
- Drive pipeline from identification to close
- Attention to detail in updating salesforce to accurately reflect status of opportunities and close dates
Salary benchmarks
Our take
Many organizations rely on SAP systems to run critical business functions like finance and operations, but these systems are increasingly targeted by cyberattacks. Recent waves of serious vulnerabilities and zero-day threats have made the risk even greater. At the same time, security responsibilities are often split across different teams, making it difficult to get a clear picture of threats. So, as companies adopt cloud and AI technologies, this complexity (and potential exposure) continues to grow.
Onapsis focuses on securing SAP environments by helping organizations identify risks, prevent breaches, and respond quickly to threats. Its platform brings together security and SAP data to provide better insights. New capabilities like its Agentic Gateway uses AI to let teams ask simple questions about their security and even generate response plans, making it easier for different teams to work together to take action.
The company is currently expanding its leadership team, building partnerships with major technology partners, and investing more into its AI-driven innovation. As cyber threats evolve and businesses rely more and more on automation, Onapsis is likely to play a very important role in helping organizations protect their most critical systems.
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
- Comprehensive health plans
- Competitive compensation packages
- Flexible work and time off schedule
- 401K
- Extensive learning and career development programs
- Generous parental and family leave
Company HQ
Financial District, Boston, MA
Leadership
Juan Perez-Etchegoyen
(Co-Founder & CTO)Prior to co-founding Onapsis in 2010, Juan spent 5 years at Cybsec as a Senior Information Security Consultant.
Mariano Nunez
(Co-Founder & CEO)Mariano began his career as a Cybersecurity Researcher, he was the first to publicly present on cybersecurity risks affecting SAP platforms and how to mitigate them. He also developed the first open source ERP penetration testing framework.
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