Strategic Customer Success Manager, Onapsis
Cybersecurity & compliance solutions
Job no longer available
Cybersecurity & compliance solutions
201-500 employees
Job no longer available
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
- 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
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
- 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
- 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
- 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
- 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
- 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
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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