Account Executive, Onapsis
EMEA
Cybersecurity & compliance solutions
Open for applications
Cybersecurity & compliance solutions
201-500 employees
Open for applications
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: 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
What the job involves
- We are seeking a highly motivated and results-driven Sales Specialist 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
- 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
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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