Strategic Customer Success Manager, Onapsis
More information about location
SAP cybersecurity platform
Job no longer available
SAP cybersecurity platform
201-500 employees
Job no longer available
More information about location
201-500 employees
Company mission
To safeguard what truly matters - the business-critical applications that run our global economy.
Role
Who you are
- 7+ years experience in a customer success role at an on-premise and/or SaaS software company
- Demonstrated ability to maintain high retention across a portfolio of customers
- Strong understanding of enterprise security, vulnerability management, and organizational workflows
- ERP experience (SAP, Oracle, etc.) a plus
- Proven ability to present at all levels, including C-suite, on security best practices and Onapsis solutions
- Effective collaboration and cross-functional teamwork skills
- Experience managing customer success and sales processes using CRM software
- Experience in an early to mid-stage security software company preferred
- Candidates based in the US Pacific time zone strongly preferred for this role
- Value Justification: Articulate cost justification methodologies, quantify cost savings, and develop compelling value propositions
- Customer Focus: Build exceptional customer loyalty and satisfaction through deep understanding, consistent engagement and executive-level advocacy
- Business Acumen: Analyze business fundamentals, develop compelling ROI scenarios, and present business cases effectively
- Domain Expertise: Possess broad knowledge of cybersecurity trends and tools, applying understanding to customer use cases
- Customer Retention: Foster loyalty, retain accounts, and be a trusted advisor driving repeat business
- Organization & Planning: Manage time, finances, meetings, and prioritization effectively
- Communication: Communicate clearly and concisely through written and verbal formats
- Active Listening: Capture key information, engage effectively with diverse stakeholders, and document insights
What the job involves
- As a Strategic Customer Success Manager at Onapsis, you'll wear two hats: trusted advisor and value champion
- You'll own the success of a dedicated group of customers, diving deep into their business needs and guiding them toward maximizing the potential of their Onapsis solutions
- Collaboratively, you'll shape future product investments and ensure each customer's journey unlocks optimal value
- Your focus? Surging satisfaction, skyrocketing product adoption, and ultimately, boosting their lifetime value through a signature experience
- Working cross-functionally within Onapsis, you'll champion their needs, flawlessly resolve any concerns, and ensure every customer is a true priority
- Thriving in this role, you'll impact individual customers and fuel Onapsis' growth by cultivating deep, lasting relationships that drive value across the board
- Strategic Account Management:
- Manage relationships with our most strategic customers to foster strong business partnership with C-level executives and key decision-makers across complex enterprise accounts
- Demonstrate expert knowledge of security best practices and Onapsis solutions to advise customers effectively
- Proactively identify customer needs and pain points, tailoring solutions to enhance security posture and optimize ROI
- Partner with renewal stakeholders to support renewal process execution
- Customer Advocacy & Success:
- Drive adoption and utilization of Onapsis solutions, focusing on customer’s desired outcomes
- Proactively manage customer health, addressing any issues, ensuring satisfaction and minimizing churn
- Act as the "voice of the customer" within Onapsis, championing their needs and guiding them to appropriate resources
- Leverage industry and market trends to help customers develop proactive cyber-resilience strategies
- Growth & Expansion:
- Demonstrate delivery of ongoing value and customer interest in other solutions we can provide
- Identify and assess opportunities for customer expansion based on business objectives and Onapsis offerings
- Partner with internal stakeholders to execute comprehensive expansion plans, driving predictable growth
- Track and report on key metrics, ensuring alignment with quarterly and annual renewal rate goals
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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