Senior Director of Global Customer Success, Onapsis
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
- 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
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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