Senior Director of Global Customer Success, Onapsis
Cybersecurity and compliance solutions
Be an early applicant
Cybersecurity and 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
- Leadership: 10+ years of proven success leading customer success, professional services, and/or sales teams, preferably in cybersecurity (SAP/Enterprise Apps experience a plus)
- Customer Focus: 5+ years in customer-facing roles, building strong relationships and exceeding customer expectations. Comfortable with extensive travel for face-to-face engagement
- Growth Driver: Proven track record of developing and implementing strategies that drive significant customer value, account growth and net revenue retention
- Enterprise Acumen: Proven experience navigating complex, multi-stakeholder environments within large enterprise customers, including adeptness at "getting higher" within organizations
- Customer-Centric Approach: A strong desire and ability to travel and engage with customers face-to-face, building strong relationships and understanding their unique needs
- Global Perspective: Ideally, experience working with international/European customers, demonstrating cultural sensitivity and awareness in both customer and internal interactions
- Technical Proficiency: Experience with customer success platforms such as ChurnZero or Gainsight, or similar tools
- Technical Expertise: 5+ years of experience with business-critical applications, ideally in cybersecurity domains like vulnerability management, secure development, and compliance
- Performance Driven: Proven ability to forecast accurately, manage a P&L, and drive teams to exceed targets
- Problem Solver: Adept at identifying customer needs in complex situations, developing solutions, and driving successful outcomes
- Collaborator: Excels at building strong relationships with internal teams and stakeholders, fostering open communication and effective problem-solving
- Process-Oriented: Demonstrated ability to develop and improve processes, tools, and systems for efficient customer engagement and performance measurement
- Strategic Thinker: Uses data to inform decisions, simplify complex issues, and communicate effectively with diverse audiences
- Adaptable: Thrives in a fast-paced environment and readily adjusts to changing market dynamics
- Communication: Excellent written and verbal communication skills, with the ability to tailor communication style for different audiences (C-Level, Leadership, Teams)
What the job involves
- Onapsis seeks a passionate and experienced Senior Director to lead our Global Customer Success team
- As a key member of the Go-to-Market leadership team, you will drive customer retention, growth, and loyalty by:
- Championing Customer Value: Ensuring customers maximize the value of Onapsis solutions through proactive engagement, strategic guidance, and ongoing support
- Leading and Developing a High-Performing Team: Building and mentoring a world-class Customer Success team, fostering a culture of continuous learning and improvement
- Driving Revenue and Growth: Achieving ambitious targets for bookings, revenue, and renewals, while collaborating closely with Sales and Marketing to expand accounts and identify new opportunities
- Optimizing Customer Experience: Developing and refining processes, programs, and initiatives that enhance the customer journey and foster strong relationships
- Collaborating Cross-Functionally: Partnering with Sales, Professional Services, Technical Support, and Product Management to ensure seamless customer experiences and drive product adoption
- Lead and mentor a global team of Customer Success Managers
- Develop and execute strategic plans to achieve revenue and customer retention goals
- Collaborate with Sales on pre-sales activities and account planning to drive renewals and expansion
- Build strong relationships with key customer stakeholders to foster loyalty and advocacy
- Serve as an escalation point for customer issues and work cross-functionally to resolve them effectively
- Drive adoption of best practices and stay up-to-date with industry trends to continuously improve the customer experience
- This role reports to the Chief Revenue Officer and offers a unique opportunity to make a significant impact on the success of Onapsis and its customers
Our take
Cybersecurity has become a critical concern throughout the digital world. 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.
The application security market is projected to grow to over $13 billion by 2025 and Onapsis is well positioned to take a significant share after a year of solid growth in 2022, a year that was difficult for its competitors . Onapsis' clients include IBM, Deloitte and Verizon along with nearly a third of the Forbes Global 100. As demand for application security is growing exponentially, Onapsis seems likely to continue its run of success.
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
- A comprehensive benefits plan, including medical, dental, vision, disability, life insurance, and a 401K
- Unlimited paid time off
Company HQ
Financial District, Boston, MA
Articles
Leadership
Juan is regularly invited to speak and host trainings at global industry conferences, including Black Hat, HackInTheBox, AppSec, Troopers, Oracle OpenWorld and SAP TechEd. Over their professional career, Juan has led many Information Security consultancy projects for some of the world's biggest companies around the globe in the fields of penetration and web application testing, vulnerability research, cybersecurity infosec auditing/standards and vulnerability research.
Mariano Nunez
(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 themat major conferences such as RSA, Black Hat and SANS. They were the developer of the first open source ERP penetration testing framework and has discovered critical security vulnerabilities in SAP, Oracle, IBM and Microsoft applications.
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