About Onapsis:
Onapsis is the market leader in protecting the business-critical applications that power your organization. We provide the actionable intelligence, automated governance, and continuous monitoring capabilities needed to secure your SAP and Oracle E-Business Suite (EBS) environments. Our solutions enable customers to modernize, embrace the cloud, and innovate while staying protected and compliant.
Headquartered in Boston, with global operations, Onapsis serves over 300 leading brands, including many of the Global 2000. Through strategic alliances with firms like Accenture, Deloitte, IBM, Infosys, PwC, and Verizon, Onapsis solutions have become the industry standard for protecting mission-critical applications.
The Role:
We are seeking a driven Strategic Account Manager to formulate and execute a hyper-growth business plan within a defined territory. This role focuses on capturing market share within Fortune 2000 companies and requires a proven enterprise seller with a hunter mentality. This position reports to the Vice President of Sales.
Key Responsibilities:
- Drive Revenue:
- Achieve quarterly and annual sales targets within the assigned territory.
- Build and advance a robust pipeline of qualified opportunities, both short-term and long-term.
- Negotiate commercial terms and contracts to close deals.
- Develop and Execute Territory Plan:
- Create and execute a comprehensive territory plan, including regular QBRs.
- Manage all sales activities, prospecting, pipeline development, and forecasting within Salesforce.com.
- Build Relationships:
- Cultivate strong relationships with key customer stakeholders, including security leaders.
- Develop a network of Onapsis advocates within customer accounts.
- Collaborate Effectively:
- Lead cross-functional teams (pre-sales, partners, sales management, customer success) to drive customer satisfaction and close deals.
- Coordinate and participate with marketing on regional field programs and demand generation activities.
- Other:
- Engage with executives, deliver compelling presentations, and create winning proposals.
- Ensure compliance with company policies, including information security protocols.
Required Skills and Experience:
- Enterprise Hunter with the ability to craft and articulate compelling business propositions
- Four-year college degree
- Must have a strong network of C-Suite Executives in the assigned regions, especially in France as the focus region
- 5+ years Enterprise (C-Level) B2B software sales experience
- 3+ years Cyber-security direct product selling experience is a must
- Strong SAP network and comfortable selling both directly and through partners (SAP, GSIs and Resellers)
- SAP ERP experience is a plus
- Outstanding presentation, written and verbal communication skills
- High business acumen
- Commitment to managing business within Salesforce.com
- Diligent, Driven, Competitive, Resourceful, Reliable, Team oriented and Coachable
- Proven success in driving new business in emerging market
- Complex sales experience, selling across multiple stakeholders
- Fluent written and spoken English and at least fluent in France. Spanish would be a plus
