Omnissa

Title: Senior Full Stack Developer, Java or Ruby on Rails Location: Mountain View, California Full time job requisition id: R-101856 Job Description: We areOmnissa! Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions—including Unified Endpoint Management,Virtual Appsand Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement whileoptimizingIT operations, security, and cost. Guided by our Core Values—Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value—we’regrowing rapidly and committed to delivering meaningful impact. Ifyou'repassionate about shaping the future of work,we’dlove to hear from you. AtOmnissa, we are committed tomaintaininga fair, consistent, and secure hiring process for all candidates. As part of this approach, we use standard interview and verification practices designed to ensure alignment and protect both candidates and the organization. These practices are applied thoughtfully and with respectforcandidate privacy. What is the opportunity? Asa Sr. Full Stack Developer, you will be responsibleforsolving the packaging and virtualization of Windows applications for simplified application management. As part of the App Volumes team, you will be involved in writing code, and in the design and development of application virtualization software. You will also be expected to present ideas and improvements to the software and innovate on making the code and process better. You will be supported by world class AI tools to improve your productivity. Here is a breakdown: - Design and develop application code in App Volumes Manager using Ruby on Rails - Design and develop application code for microservices in Horizon Cloud Services for App Volumes - Produce software designs and execute them for new use cases for application virtualization - Jump into customer issues and escalations and resolve them with quality deliverables, alongside new feature development What will you bring toOmnissa? - 8+ years of industry work experience and hands-on development - Strong background in full-stack development using different frameworks and languages, and ability to adapt - Strong back-end web development skills using Ruby on Rails applications with SQL databases (Postgres, SQL Server), OR proficient in server-side (Java/J2EE) technologies - Experience with front-end web development skills using HTML, CSS, JavaScript, jQuery, OR strong hands-on experience in software development using Java and Spring - Hands-on expertise in developing features for enterprise-scale systems, with good knowledge of building high-scale services - Strong experience with creating and consuming RESTful APIs - Strong knowledge of test-driven design and testing concepts such as mocks, stubs, fixtures, and spies - Strong software design and architectural skills in object-oriented and functional programming styles - Basic knowledge of PKI and SSL certificates - A high degree of “ownership”—the ability to determine what needs to be done and make it happen - Passion for Agile software development methodologies and collaborative development - Understanding of continuous integration practices - Ability to communicate at all levels of an organization and across diverse cultural, geographical, and linguistic barriers Preferred Skills - Expertise in Azure and/or Amazon Web Services (AWS) and ability to operate in a DevOps model - Experience with Atlassian development tools such as Jira, Stash, and Bamboo - Experience with administration and software development on Windows systems - Experience with Active Directory or other LDAP-based directory services - Experience with other interpreted languages and frameworks such as PHP (Laravel, Cake), Python (Django), and JS (Express) - Basic knowledge of Virtual Desktop Infrastructure (VDI) - Experience with Jenkins (CI), Cucumber, and Bamboo - Knowledge of common website and enterprise security issues Location: Mountain View, CA Location Type: HYBRID Travel Expectations: N/A Education:Bachelor's Degreepreferred, or equivalent combination of education and relevant professional experience. Compensation: The typical base salary for this role is between USD $176,362– $270,000 per year and it may be eligible for participation in a corporate bonus program. Actual compensation offer may vary from posted hiring range based upon geographic location, work experience, education, skill level, or other relevant factors. In addition to competitive compensation, Omnissa offers a variety of benefits such as employee ownership, health insurance, 401k with matching contributions, disability insurance, paid-time off, growth opportunities, and more. Omnissais an EqualEmploymentOpportunitycompanyandProhibits Discrimination and Harassment of Any Kind: Omnissa is committed to the principle of equal employment opportunity and to providing a work environment free of discrimination and harassment. All employment decisions atOmnissaare based on business needs, job requirements and individual qualifications, without regard to race, color, religion, ancestry, ethnicity, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past, present, or prospective service in the uniformed services, family medical history or genetic information, family or parental status, veteran status, or any other status protected by applicable laws or regulations in the locations where we operate.Omnissawill not tolerate discrimination or harassment based on any of these characteristics.Omnissawelcomes applicants of all ages.Omnissawill provide reasonable accommodations to applicants and employees who have protected disabilities consistent with applicable federal,stateand local law. This job requisition is not eligible for employment-based immigration sponsorship byOmnissa.

• Manage complex, high-value accounts within the US Civilian Healthcare Community, with full responsibility for revenue growth, renewals, and customer satisfaction. • Develop and influence C-level relationships, becoming a trusted advisor to executive stakeholders. • Represent Omnissa’s full SaaS portfolio—including Workspace ONE and Horizon—using a consultative, value-driven sales approach. • Identify and close new business, expand existing accounts, and drive long-term customer success and satisfaction. • Showcase expert negotiation and closing skills to win complex, high-value deals. • Demonstrate strategic account planning and pipeline management, maintaining a clear, data-driven view of forecasts in Salesforce (SFDC). • Collaborate cross-functionally with Pre-Sales, Customer Success, Professional Services, Marketing, and Partner teams to deliver exceptional outcomes. • Stay ahead of End User Computing (EUC) trends and competitive landscape to position innovative solutions. • Participate in industry events, customer meetings, and regional activities to expand influence and market presence.

• Manage complex, high-value accounts within large enterprise segments. • Develop and influence C-level relationships, becoming a trusted advisor to executive stakeholders. • Represent Omnissa’s full SaaS portfolio—including Workspace ONE and Horizon—using a consultative, value-driven sales approach. • Identify and close new business, expand existing accounts, and drive long-term customer success and satisfaction. • Showcase expert negotiation and closing skills to win complex, high-value deals. • Demonstrate strategic account planning and pipeline management, maintaining a clear, data-driven view of forecasts in Salesforce (SFDC). • Collaborate cross-functionally with Pre-Sales, Customer Success, Professional Services, Marketing, and Partner teams to deliver exceptional outcomes. • Stay ahead of End User Computing (EUC) trends and competitive landscape to position innovative solutions. • Participate in industry events, customer meetings, and regional activities to expand influence and market presence.

• Driving revenue growth by identifying opportunities for hunting, upselling, cross-selling, and ensuring customer satisfaction and retention. • Selling Omnissa’s portfolio of products and solutions within a territory of our corporate customer base. • Prospecting and responding to incoming leads to build and maintain a pipeline that will exceed monthly, quarterly, and yearly quotas. • Executing a consultative sales strategy and manage the full sales lifecycle, from lead generation to close. • Negotiating and winning complex SaaS contracts. • Demonstrating key elements of software solution to prospective customers through online web demonstrations and answers feature and functional questions. • Working closely with Professional Services team to demonstrate and scale our solution to meet individual client needs. • Preparing and presenting contracts, closing contracts, and monitoring relationship through implementations.

• Set the multi-year strategy and roadmap aligned to Omnissa's risk appetite and business objectives. • Lead, mentor, and grow a globally distributed team of senior security engineers and architects across AMER and APAC. • Serve as the senior escalation point for design conflicts and remediation prioritization decisions, and for security incidents surfaced through the vulnerability response (PSIRT) process. • Represent the function to executive leadership, translating technical risk into business terms and reporting on posture, progress, and investment needs. • Partner with all lines of business to establish security standards, perform architecture and design reviews, and embed security into every stage of design and implementation. • Drive security framework development, hardening standards, and policy adherence across the enterprise. • Conduct risk assessments and requirements gathering for new infrastructure, products, and services, ensuring controls are defined before deployment. • Partner closely with Product Security and engineering to define security architecture requirements across the SDLC and CI/CD ecosystem, including threat modeling, architecture standards, SAST, DAST, software composition analysis, secrets detection, and artifact/image signing, ensuring security controls are built into development and deployment workflows from design through release. • Drive secure-by-design practices across the enterprise, reference architectures, secure design patterns, and paved-road templates that make the secure path the default path for engineering teams, reducing reliance on after-the-fact review. • Own the end-to-end Exposure Management program, the tooling, scanners, processes, and SLAs that identify, prioritize, and remediate risk across all environments. • Own the enterprise PSIRT strategy, partnering with the team on intake, triage, and coordinated response for vulnerabilities in Omnissa products and services.

Role Description We are seeking a Strategic Account Executive in Bangalore, India to drive business growth, establish Omnissa as a thought leader, and expand our presence within enterprise markets, with a strong focus in south India covering customer base in ITES, BFSI & Large Enterprise sector. This role requires an experienced sales professional with deep relationships with CIOs and IT decision-makers, capable of driving and closing large-scale software deals. This individual contributor role requires a dynamic and results-driven sales professional to cultivate and manage strategic relationships, exceed revenue targets, and execute sales strategies aligned with customer needs. Qualifications - 12+ years of proven experience in enterprise or strategic sales within the software industry, with a demonstrated ability to create and close large software deals in the Indian enterprise market, particularly within ITES, Banking, Public Sector & North India Government sector. - Relevant experience in the domains of Virtual Apps and Desktops, Unified Endpoint Management (UEM), Security & Compliance, Identity Management, and Digital Experience Management (DEX). - Ability to navigate complex sales cycles and work effectively with cross-functional teams. Requirements - Demonstrated success in acquiring new customers, expanding existing accounts, and driving revenue growth through a structured and data-driven sales methodology. - Ability to engage with senior IT and business leaders, understand their challenges, and position Omnissa’s solutions as strategic enablers. - Proficiency in articulating the value of Omnissa’s Workspace ONE, Horizon, Security & Compliance, Digital Employee Experience (DEX), and Application Management solutions to address complex business challenges. - Work closely with internal teams, including Marketing, Solution Engineering, and Customer Success, to drive seamless customer engagement and maximize business outcomes. - Stay informed on industry trends, competitive offerings, and evolving customer needs to refine sales strategies effectively. - Engage and collaborate with Channel partners to extend market reach, develop joint business opportunities, and drive accelerated revenue growth. Benefits - Opportunity to be part of an innovative, customer-focused team dedicated to transforming the digital workspace for enterprises worldwide. Company Description Omnissa empowers employees to do their best work from anywhere with seamless, secure, and intelligent digital experiences. As workplaces evolve, we are pioneering a Digital Work Platform built on industry-leading solutions for Virtual Apps and Desktops, Unified Endpoint Management (UEM), Security & Compliance, and Digital Experience Management (DEX).

• Drive business growth and establish Omnissa as a thought leader in North India • Cultivate and manage strategic relationships with CIOs and IT decision-makers • Exceed revenue targets and execute sales strategies aligned with customer needs

• Engage regularly with technology decision makers in customers • Enable and manage existing customers to get the best value out of Omnissa products • Deliver bespoke technical enablement and product update sessions • Track and support sales opportunities, ensuring proposed solutions meet customer requirements • Craft and propose customer solutions that differentiate Omnissa software • Develop and maintain an in-depth technical knowledge of Omnissa products

Role Description As a Director, Americas Renewals, you will be responsible for maximizing customer retention, minimizing churn and erosion, and driving overall revenue growth. Here is a breakdown: - Strategic Leadership: Define renewal strategies, develop playbooks, and align team objectives with broader company revenue goals. Work across premier, strategic and corporate customer segments, catering playbooks to their unique needs. - Revenue Forecasting: Maintain a high accuracy of forecast along with consistent pipeline management. Provide executive level feedback and insights into renewal performance, risk indicators and opportunities for growth. - Risk Management: Proactively identify at-risk accounts well before contract expiry date. Develop churn and erosion mitigation plans, working closely with other internal stakeholders. - Operation Excellence: Establish operational cadences for forecasting, pipeline hygiene and performance reviews. Collaborate with Revenue Operations to streamline workflows and identify reporting needs to optimize productivity. - Team Management: Hire, train and mentor renewal managers and specialists, building skills for complex commercial negotiations, license structures, competitive pressures and conflict resolution. Foster a culture of accountability, driving results and skill building. - Collaboration: Partner closely with field sales, revenue operations, finance, legal, customer success and other teams to drive optimal customer outcomes. Scope: Americas renewals (US, Canada, LATAM), across all segments (premier, strategic and corporate). Currently ~30 team members. Qualifications - 8 to 10+ years of experience in SaaS renewals, account management or customer success. - 3 to 5 years in a senior leadership role with direct responsibility for renewals or customer retention. - Leadership experience managing co-located and remote team members across multiple time zones. - A key understanding of subscription metrics such as Annual Recurring Revenue (ARR), In Quarter Renewal Rate (IQRR), Final Renewal Rate (FRR) and Gross Retention Rate (GRR). - A proven track record in leading a high volume, high value, enterprise level negotiations, as well as a view on optimizing long tail renewals. - Strong systems proficiency, specifically SFDC, Clari and Tableau. - Advanced communication skills including negotiation, influence and executive level. - Willingness to travel to Atlanta 2 – 3 times quarterly if not co-located with the team. - Bachelor’s degree in business, marketing, or a related field (or equivalent experience). Requirements - Location: Remote or Atlanta, GA (Hybrid) - Location Type: Remote, or Hybrid - Travel Expectations: 25% - Education: Bachelor’s Degree Benefits - The typical base salary for this role is between USD $193,687.50 - $322,812.50 per year and it may be eligible for participation in a corporate bonus program. - Actual compensation offer may vary from posted hiring range based upon geographic location, work experience, education, skill level, or other relevant factors. - In addition to competitive compensation, Omnissa offers a variety of benefits such as employee ownership, health insurance, 401k with matching contributions, disability insurance, paid-time off, growth opportunities, and more.

• Lead, mentor, and scale a team of Partner Development Managers across SI/OEM and Alliance segments, setting clear MBOs and performance expectations. • Define and execute the FY27+ Strategic Partner Development strategy targeting incremental revenue growth across SI, OEM, and Alliance partnerships. • Serve as the executive relationship owner for assigned strategic partners, building C level and VP level relationships across partner organizations. • Represent the partner development function in executive leadership reviews and cross functional planning sessions. • Lead G/SI, OEM, and Alliance partnerships, and build end to end relationships with partner stakeholders from management to technical to sales/marketing leads. • Work with the partners to develop the partner’s offerings around Omnissa solutions and drive go to market, collaborating deeply with the Omnissa product team. • Drive partner development and partner sales of those joint solutions via resell, outsource, OEM, and managed services transactional models. • Drive sales and GTM alignment and revenue growth through geo sales engagement. • Lead complex contract negotiations across multiple agreement structures including OPPA, PHSP, and TAP program enrollment. • Navigate multi entity participation agreements, compliance requirements, and partnership transitions. • Develop and present executive briefing materials, redline analyses, and strategic recommendation documents for VP/SVP level review. • Align with Geo Sales leaders to land and expand partner relationships in each geography, quarterbacking global efforts with local execution. • Coordinate with Product, Alliances, Partner Marketing, Systems Engineering, and Field Sales to drive cohesive partner engagement strategies. • Drive alignment with the Alliance team on Annual Operating Plan (AOP) objectives and shared partner engagement where swim lanes intersect. • Own partner performance metrics: PID/JID pipeline, bookings, partner sourced new logo acquisition, and joint GTM partner program engagement. • Conduct regular QBRs with partners and internal stakeholders, translating performance data into strategic actions.