About Us: Onapsis is the global leader in SAP cybersecurity and compliance, trusted by the world’s leading organizations to securely accelerate their SAP cloud digital transformations with confidence. As the SAP-endorsed and most widely used solution to protect SAP, the Onapsis Platform empowers Cybersecurity and SAP teams with automated compliance, vulnerability management, threat detection, and secure development for their RISE with SAP, S/4HANA Cloud and hybrid SAP applications. Powered by threat insights from the Onapsis Research Labs, the world’s leading SAP cybersecurity experts, Onapsis provides unparalleled protection, ease of use, and rapid time to value, empowering SAP customers to innovate faster and securely.
The Opportunity: We are seeking a highly motivated and results-driven Sales Engineer to join our dynamic presales team. In this critical role, you will be the technical trusted advisor for our sales organization and prospective clients, showcasing the power and value of our new Incident Response Solutions to new and existing clients. You will translate complex technical capabilities into clear business benefits, guiding customers through evaluations and ensuring their technical success.
What You'll Do:
- Product Demonstrations & Proof-of-Values (POVs): Deliver compelling and tailored product demonstrations and lead comprehensive Proof-of-Value (POV) engagements, showcasing how our solutions address specific customer challenges and deliver tangible results.
- Technical Sales Cycle Support: Act as the primary technical point of contact throughout the sales cycle, expertly responding to functional and technical inquiries from prospects and customers.
- Business Value Alignment: Work closely with the sales team to understand business opportunities, clearly defining technical value propositions, key business value, and success criteria for prospective clients.
- Technical Communication: Effectively communicate the technical aspects of Onapsis' solution portfolio to clients and prospects through various channels, including webinars, conference calls, face-to-face meetings, and industry conferences.
- Competitive Intelligence: Stay current on the competitive landscape and industry trends to understand the unique differentiators of Onapsis' solution suite and effectively position it against alternatives.
- Product Feedback: Provide valuable feedback on product quality, features, and market needs to the Product Management and Support teams, contributing to continuous product improvement.
- Solution Architecture: Assist customers in understanding deployment models, integration points, and best practices for leveraging our solutions within their existing security infrastructure.
- RFP/RFI Response: Contribute to the technical responses for Requests for Proposals (RFPs) and Requests for Information (RFIs).
- 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 Engineering: Strong background in enterprise SaaS sales.
- Technical Acumen: Deep technical understanding of security architectures, operating systems (Windows, Linux, macOS), networking protocols, and cloud environments (AWS, Azure, GCP).
- Presentation & Communication Skills: Outstanding presentation, written, and verbal communication skills, with the ability to articulate complex technical concepts clearly and concisely to diverse audiences, from technical practitioners to C-level executives.
- Problem-Solving: Strong analytical and problem-solving skills, with the ability to quickly understand customer requirements and design appropriate technical solutions.
- Customer Focus: A passion for helping customers solve their cybersecurity challenges and a proven ability to build strong technical relationships.
- Self-Motivated: Highly motivated, self-driven, and able to work independently as well as collaboratively within a team.
- Adaptability: Ability to manage multiple projects simultaneously in a fast-paced, dynamic environment.
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