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 Opportunity: We are seeking a highly motivated and results-driven Sales Specialist to join our rapidly growing sales team. In this role, you will be instrumental in expanding our market presence and driving revenue growth by introducing our NEW incidence response solutions to new and existing clients. You will engage with CISOs and security leaders, understand their challenges, and articulate how our solutions can provide critical business value and secure their business critical data.
Location: Remote - EMEA
What You'll Do:
- Drive New Business: Own and exceed net new revenue targets, positioning Onapsis as a leader in Incident Response solutions and broader cybersecurity market.
- Full Sales Cycle Management: Expertly navigate the entire sales cycle, from prospecting and lead qualification to negotiation and closing complex deals.
- Strategic Prospecting: Proactively identify and qualify potential customers through a combination of outbound prospecting (email, phone, social selling), following up on inbound leads, and leveraging existing customer relationships, and channel partnerships.
- Consultative Sales Approach: Develop a deep understanding of prospective customers' cybersecurity challenges, business objectives, and technical environments. Deliver impactful messaging that translates complex technical cybersecurity solutions into clear business value propositions for CISOs, VPs, Senior Directors, and other key decision-makers.
- Collaboration: Partner closely with Business Development Representatives (BDRs), Sales Engineers, Marketing and internal teams to create compelling value propositions and tailored customer-centric solutions. Leverage our channel sales team and partner ecosystem to unlock opportunities.
- Market Expertise: Stay current with cybersecurity trends, emerging threats, and the competitive landscape. Learn and articulate Onapsis's solution portfolio to position offerings against evolving threats and market needs.
- Pipeline Management & Forecasting: Relentlessly build and maintain a robust sales pipeline, meticulously track progress in Salesforce, and provide accurate forecasts.
- Relationship Building: Build and cultivate strong, long-term relationships with customers and prospects, establishing yourself as a trusted advisor.
- Travel: Travel within your assigned region/territory as needed to meet with customers and attend key business events.
What You'll Bring:
- Experience: Demonstrated expertise in cybersecurity and incident response, with a mandatory background in selling to Security Operations Center (SOC) leaders.
- co-selling and partnering: with cybersecurity resellers (e.g., Optiv, Guidepoint, WWT) and technology providers (e.g., Crowdstrike, Google, Microsoft, Splunk, Palo Alto) - Must have proven experience
- Sales: Strong background in enterprise SaaS sales.
- Sales Acumen: Proven ability to meet or exceed quotas in a complex sales environment. Experience with platform selling, solutions-focused sales methodologies (e.g., MEDPICC), and managing multiple buying centers.
- Communication Skills: Exceptional verbal and written communication skills, with the ability to present complex information clearly and persuasively to business professionals at various levels.
- Interpersonal Skills: High EQ, strong active listening skills, and the ability to build rapport and cultivate relationships.
- Technical Aptitude: Solid technical aptitude and business acumen, with the ability to engage in deep technical discussions beyond standard sales presentations.
- Self-Starter: Highly motivated, self-driven, curious, and competitive, with a high level of integrity and a growth mindset.
- Organizational Skills: Excellent creative, multi-tasking, problem-solving, and organizational skills. Ability to prioritize work and manage a diverse book of business.
- Language: Excellent language skills in German and Englisch are required.
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