What are the responsibilities and job description for the Account Executive position at Onapsis?
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 Account Executive 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.Qualifications:Proven enterprise sales hunter with a track record of success.5 years of experience selling B2B software solutions to enterprise customers (C-level engagement).3 years of direct experience selling cybersecurity solutions.Experience with SAP ERP is a must.Excellent presentation, written, and verbal communication skills.Strong business acumen and negotiation skills.Proficient in Salesforce.com.Highly motivated, results-oriented, and collaborative team player.Experience driving new business in emerging markets and managing complex sales cycles.Travel RequiredBenefits:Flexible work optionsCompetitive compensation, benefits, and stock optionsOpportunities for professional development and advancement#LI-RB1