Sales Specialist

3 days ago

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Onapsis

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Cybersecurity • Enterprise • Cloud

Onapsis is a leading cybersecurity firm specializing in safeguarding SAP applications. The company provides comprehensive security solutions to protect and manage SAP systems, including the SAP Business Technology Platform and Oracle applications. Onapsis leverages advanced cyber risk management to help customers achieve automated compliance, secure cloud migration, and strengthen DevSecOps. The firm is recognized for its partnership with SAP and its outstanding threat research capabilities. Trusted by the Forbes Global 100, Onapsis is endorsed by SAP and features prominently in Gartner's Application Security Magic Quadrant for its expertise in application security.

201 - 500 employees

🔒 Cybersecurity

🏢 Enterprise

💰 $55M Series D on 2020-10

📋 Description

• Own and exceed net new revenue targets, positioning Onapsis as a leader in Incident Response solutions and broader cybersecurity market. • Expertly navigate the entire sales cycle, from prospecting and lead qualification to negotiation and closing complex deals. • 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. • 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. • 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. • 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. • Relentlessly build and maintain a robust sales pipeline, meticulously track progress in Salesforce, and provide accurate forecasts. • Build and cultivate strong, long-term relationships with customers and prospects, establishing yourself as a trusted advisor. • Travel within your assigned region/territory as needed to meet with customers and attend key business events.

🎯 Requirements

• 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 • Strong background in enterprise SaaS sales. • 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. • Exceptional verbal and written communication skills, with the ability to present complex information clearly and persuasively to business professionals at various levels. • High EQ, strong active listening skills, and the ability to build rapport and cultivate relationships. • Solid technical aptitude and business acumen, with the ability to engage in deep technical discussions beyond standard sales presentations. • Highly motivated, self-driven, curious, and competitive, with a high level of integrity and a growth mindset. • Excellent creative, multi-tasking, problem-solving, and organizational skills. Ability to prioritize work and manage a diverse book of business.

🏖️ Benefits

• Competitive Total Reward Packages, including compensation, benefits, and stock options • The space to learn and grow as part of Onapsis’ rapidly growing tribe • OnaFlex (flexible time off).