Onapsis

Role Description Onapsis is looking for a proactive and detail-oriented Legal Operations Analyst to join its legal department. The ideal candidate will contribute to the preparation and review of legal documents, provide insightful analysis to support legal decision-making, and optimize legal processes, data management, and reporting, ensuring accuracy and efficiency. Reporting to the Director Legal Operations & Corporate Counsel, the Sr. Legal Analyst will: - Draft, review and negotiate global supplier agreements, collaborating with internal stakeholders from different departments. - Support contract executions in a timely method with appropriate legal oversight to ensure compliance with company standards. - Draft, review and negotiate many types of commercial technology contracts with a diverse set of customers, following the company’s standards, such as NDA’s, SOW’s, Software Order Forms, Master Software License Agreements, Master Services Agreements for On-Prem or SaaS solutions, etc. - Draft, review and negotiate many types of commercial technology contracts with a diverse set of partners, such as Managed Services Security Agreements, Reseller Agreements, Subcontractor Agreements, etc. - Coordinate redlines and negotiation strategies with legal and other stakeholders. - Negotiate legal and business terms and collaborate, coordinate and explain risks and implications of contract terms to Legal, the business, and other stakeholders. - Complete gap analysis, review, redline and understand contract language, risks and implications of such language. - Defend legal terms on standard internal templates, agreements and third-party paper where necessary. - Collaborate with Onapsis Legal in the development, oversight and maintenance of relevant contract templates in our CLM Tool and legal database and fallback checklists. - Collaborate with internal stakeholders (e.g., HR, Finance, Product, Infosec) to ensure legal matters are aligned with the company’s objectives. - Maintain and optimize the contract database within the CLM tool and legal database, ensuring accurate storage and retrieval of all company commercial agreements electronically. - Maintain detailed logs of all commercial contracts and legal requests, generating weekly, monthly, and quarterly reports on contract status and key terms. - Conduct legal risk assessments of customer contracts, identifying potential compliance issues, liability risks, and deviations from company policy and submit them to internal decision-makers for discussion and resolution. - Track contract status and lifecycle, working collaboratively with internal stakeholders to continuously improve company contract processes and reduce turnaround times. - Participate in continuous improvement projects to enhance the efficiency and effectiveness of Legal Operations, including the implementation of new workflows. - Assist in global corporate matters of the group, including subsidiary management and international regulatory compliance. - Assist in the administration of the global insurance program, including policy renewals, claims processing, and risk assessments. - Assist in the administration and development of the company’s patents and trademarks global portfolio. Qualifications - Bachelor’s degree in law. - 5-7 years of relevant work experience. - Business fluent in English with concise verbal and written communication skills is essential. - Prior experience drafting, reviewing, and negotiating IT, technology product and/or services agreements is a must. - Must be detail oriented and have strong organizational skills. - Ability to handle multiple tasks simultaneously. - Ability to prioritize; must be responsible and conscientious. - Ability to work under pressure to meet specific deadlines. - Ability to work independently and in a team environment. - Dedication to quality and reliability in all work tasks. - Demonstrate autonomy, take ownership, and drive tasks to closure. - Team player with a sense of humor. - Strong computer skills (e.g., Google Workspace, Microsoft Word/Excel, etc.). Experience with a CLM tool, Slack and Salesforce nice-to-have. Location - This is a remote role, candidates must be based in Buenos Aires, Argentina. Benefits - A unique culture of high achievement and teamwork. - Supportive and humble colleagues. - OSDE Medical Insurance. - Unlimited Paid Time Off. - Onaversary Holiday.

About the job The world’s most critical--and at-risk--business applications have been neglected for far too long. Onapsis eliminates this blind spot by providing cybersecurity solutions dedicated to business-critical applications. Whether running on-premises, in the cloud, or in a hybrid environment, Onapsis helps nearly 30% of the Forbes Global 100 understand the threats and risks across their SAP and Oracle landscapes. Key activities and responsibilities: - Perimeter Security Management: Administer, maintain, and optimize firewalls, VPNs, and Web Application Firewalls (WAFs), ensuring secure network access and traffic flow while proactively performing clean-ups and configuration reviews. - Endpoint and Server Protection: Support the hardening of endpoints and servers, perform vulnerability assessments, and implement security configurations to reduce risk exposure. - Incident Response Support: Assist in detecting, investigating, and containing security incidents. Analyze logs, collect evidence, and contribute to timely mitigation efforts under guidance from senior security staff. - Automation & Infrastructure as Code: Develop scripts and Infrastructure-as-Code solutions to automate security tasks, improve efficiency, and enforce consistent security standards. - Certificate Management: Assist in the management, monitoring, and renewal of digital certificates (TLS/SSL), ensuring proper implementation, validity, and compliance across infrastructure and applications. - Documentation & Reporting: Maintain accurate security documentation, produce reports on security posture, incidents, and configuration changes, ensuring transparency and traceability. - Collaboration & Knowledge Sharing: Work closely with cross-functional teams across the organization to promote security awareness and assist with security initiatives. Required skills and aptitudes: - 2+ years of experience securing endpoints, servers, directory services and infrastructure, with a comprehensive understanding of security protocols, cryptography, and networking principles. - Knowledge of firewall and VPN technologies, including administration, rule management, access control, and secure remote connectivity concepts. - Solid understanding of network and security protocols, including TCP/IP, SSL/TLS, IPSec, DNS, and routing concepts. - Skilled in programming and scripting languages such as Python, PowerShell, and Bash, with the ability to create custom automation tools and security scripts. - Familiarity with Infrastructure as Code (IaC) concepts to support automated, scalable, and reliable infrastructure management. - Understanding of digital certificates, PKI concepts, and TLS/SSL, including certificate lifecycle management, trust chains, and common misconfiguration risks. - English proficiency to effectively communicate in a global, cross-functional team. - Strong analytical thinking, attention to detail, and eagerness to learn in a dynamic security environment. Desired skills and aptitudes: - Practical experience working in an agile environment, with the ability to adapt to dynamic priorities and deliver results in fast-paced settings. - Knowledge of information security standards such as ISO 27001, NIST 800-53, and CIS Critical Security Controls, with a strong understanding of related principles for risk identification and security analysis. - Experience with cloud security, including securing and managing public cloud platforms such as AWS, GCP, or Azure, with a focus on implementing strong, cloud-specific security controls - Experience with identifying and resolving network-related issues. - Relevant certifications in security, networking, and cloud environments. What we offer: - A role in shaping the future of protecting the most critical applications that run the world's business and a career that grows as the company grows. - A unique culture of high achievement and teamwork. - Supportive and humble colleagues are the space's top problem solvers and innovators. - Financial security through competitive compensation and incentives. Employment: Onapsis hires full-time employees in Argentina. We do not engage with SRLs or B2B contractors. About Onapsis: Onapsis protects the business applications that run the global economy. The Onapsis Platform delivers vulnerability management, change assurance, and continuous compliance for business applications from leading vendors such as SAP, Oracle, and others. The Onapsis Platform is powered by the Onapsis Research Labs, the team responsible for the discovery and mitigation of more than 1,000 zero-day vulnerabilities in business applications. Onapsis is headquartered in Boston, MA, with offices in Heidelberg, Germany and Buenos Aires, Argentina, and proudly serves hundreds of the world’s leading brands, including close to 30% of the Forbes Global 100, six of the top 10 automotive companies, five of the top 10 chemical companies, four of the top 10 technology companies, and three of the top 10 oil and gas companies. For more information, connect with Onapsis on LinkedIn or visit https://www.onapsis.com. Onapsis only invites candidates to apply directly through reputable job boards or the Onapsis careers page on our website. Job offers are extended only after a face-to-face video interview with an Onapsis HR representative. Please disregard any outreach from Onapsis via forums, social networks, or other platforms, as these are fraudulent. #LI-AC1 #Remote

• Manage relationships with C-level executives across complex enterprise accounts. • Proactively identify customer needs and tailor solutions to enhance security posture and ROI. • Lead "Voice of the Customer" initiatives internally to shape product investments. • Identify and assess expansion opportunities based on customer business objectives.

Customer Success, Senior Manager (m/f/d) at Onapsis EMEA About the job Onapsis is on a mission to safeguard the most critical business applications that business depends on daily. Over 20% of the Fortune 100 rely on Onapsis to secure their business-critical applications and ensure they are compliant and available. The Customer Success Senior Manager (m/f/d) at Onapsis is a "Coach/Player". You are the architect of regional growth, responsible for mentoring a high-performing team of CSMs and Renewal Reps while personally piloting the strategy for our most prestigious, global accounts. In this role, you don't just manage a book of business; you build a force multiplier. You will translate complex cybersecurity and SAP-landscape challenges into scalable customer journeys, ensuring our clients don't just "use" our software, but weave it into the fabric of their enterprise security posture. If you thrive on pressure-testing deal strategies, fostering "Extreme Ownership" in your team, and serving as the bridge between technical product evolution and executive value realization, this is your next challenge. Key Responsibilities: The "Coach": Regional Leadership & Force Multiplication (70%) - People Management & Mentorship: Lead a team of CSMs and Renewal Reps. Own the full talent lifecycle: hiring, onboarding, weekly 1:1s, and career pathing. - The "Deal Strategist": Lead weekly account reviews. You aren't just checking boxes; you are pressure-testing renewal strategies, identifying expansion "white space," and coaching your team on how to navigate complex SAP/Cybersecurity stakeholders. - Operational Excellence: Partner with the VP of Customer Success to refine the regional customer journey. Document scalable best practices and ensure the team is utilizing "Extreme Ownership" to manage their books of business. - Cross-Functional Advocacy: Act as the primary regional "Voice of the Customer" for Product and Sales, ensuring that field insights (from your different team portfolios) are synthesized into actionable product requirements. The "Player": Strategic "North Star" Portfolio (30%) - Elite Account Management: Personally owns 4–6 of Onapsis’ most complex, high-value flagship / T1 accounts. - Model the "Gold Standard": Use your personal portfolio to pilot new playbooks, EBR formats, and expansion strategies. You lead by example, showing your team what a "Board-level" business review looks like in the cybersecurity space. - Commercial Ownership: Manage the end-to-end lifecycle for your select accounts, ensuring ARR is protected and grown through proactive risk mitigation and value realization. Experience & Background: To be successful in this high-impact position, we are looking for a candidate who brings a blend of technical acumen, commercial grit, and empathetic leadership. Professional Experience: - 6+ Years in Customer Success/Account Management: Proven track record in the Enterprise space, specifically navigating the complexities of Cybersecurity, ERP, or high-stakes Infrastructure software. - 2+ Years of People Leadership: Direct experience managing a team of 5+ individual contributors. You should have a documented history of hiring, developing talent, and managing underperformance with radical candor. - Complex Stakeholder Navigation: Expertise in managing "Board-level" relationships within Global 2000 organizations, specifically engaging with C-Suite personas (CISO, CIO, CTO). - The "Commercial Edge": A history of owning $5M+ in aggregate ARR, with a consistent record of meeting or exceeding targets. - Proficiency in German is highly desirable but not strictly required. What we offer: - A role in shaping the future of protecting the most critical applications that run the world's business and a career that grows as the company grows. - A unique culture of high achievement and teamwork. - Supportive and humble colleagues are the space's top problem solvers and innovators. - Financial security through competitive compensation and incentives. Location: This is a remote position for candidates based in Germany, Spain, the United Kingdom, or the Netherlands. About our Company: Onapsis is a proven market leader that protects your business's most critical applications. Only Onapsis delivers the actionable intelligence, automated governance, continuous monitoring, and secure change capabilities required by cross-functional teams to optimize workflows and automate manual tasks so they can embrace and accelerate SAP and Oracle E-Business Suite (EBS) modernization, cloud, IoT, and mobility initiatives while keeping the most vital systems and data protected and compliant. Headquartered in Boston, Onapsis has regional offices in Heidelberg, Germany; Buenos Aires, Argentina; Texas, USA; and Bucharest, Romania. The company proudly serves more than 300 leading brands and organizations, including many of the Global 2000. For more information, connect with Onapsis on LinkedIn or visit https://www.onapsis.com. #LI-MT1 #LI-Remote

Customer Success, Senior Manager (m/f/d) at Onapsis EMEA About the job Onapsis is on a mission to safeguard the most critical business applications that business depends on daily. Over 20% of the Fortune 100 rely on Onapsis to secure their business-critical applications and ensure they are compliant and available. The Customer Success Senior Manager (m/f/d) at Onapsis is a "Coach/Player". You are the architect of regional growth, responsible for mentoring a high-performing team of CSMs and Renewal Reps while personally piloting the strategy for our most prestigious, global accounts. In this role, you don't just manage a book of business; you build a force multiplier. You will translate complex cybersecurity and SAP-landscape challenges into scalable customer journeys, ensuring our clients don't just "use" our software, but weave it into the fabric of their enterprise security posture. If you thrive on pressure-testing deal strategies, fostering "Extreme Ownership" in your team, and serving as the bridge between technical product evolution and executive value realization, this is your next challenge. Key Responsibilities: The "Coach": Regional Leadership & Force Multiplication (70%) - People Management & Mentorship: Lead a team of CSMs and Renewal Reps. Own the full talent lifecycle: hiring, onboarding, weekly 1:1s, and career pathing. - The "Deal Strategist": Lead weekly account reviews. You aren't just checking boxes; you are pressure-testing renewal strategies, identifying expansion "white space," and coaching your team on how to navigate complex SAP/Cybersecurity stakeholders. - Operational Excellence: Partner with the VP of Customer Success to refine the regional customer journey. Document scalable best practices and ensure the team is utilizing "Extreme Ownership" to manage their books of business. - Cross-Functional Advocacy: Act as the primary regional "Voice of the Customer" for Product and Sales, ensuring that field insights (from your different team portfolios) are synthesized into actionable product requirements. The "Player": Strategic "North Star" Portfolio (30%) - Elite Account Management: Personally owns 4–6 of Onapsis’ most complex, high-value flagship / T1 accounts. - Model the "Gold Standard": Use your personal portfolio to pilot new playbooks, EBR formats, and expansion strategies. You lead by example, showing your team what a "Board-level" business review looks like in the cybersecurity space. - Commercial Ownership: Manage the end-to-end lifecycle for your select accounts, ensuring ARR is protected and grown through proactive risk mitigation and value realization. Experience & Background: To be successful in this high-impact position, we are looking for a candidate who brings a blend of technical acumen, commercial grit, and empathetic leadership. Professional Experience: - 6+ Years in Customer Success/Account Management: Proven track record in the Enterprise space, specifically navigating the complexities of Cybersecurity, ERP, or high-stakes Infrastructure software. - 2+ Years of People Leadership: Direct experience managing a team of 5+ individual contributors. You should have a documented history of hiring, developing talent, and managing underperformance with radical candor. - Complex Stakeholder Navigation: Expertise in managing "Board-level" relationships within Global 2000 organizations, specifically engaging with C-Suite personas (CISO, CIO, CTO). - The "Commercial Edge": A history of owning $5M+ in aggregate ARR, with a consistent record of meeting or exceeding targets. - Proficiency in German is highly desirable but not strictly required. What we offer: - A role in shaping the future of protecting the most critical applications that run the world's business and a career that grows as the company grows. - A unique culture of high achievement and teamwork. - Supportive and humble colleagues are the space's top problem solvers and innovators. - Financial security through competitive compensation and incentives. Location: This is a remote position for candidates based in Germany, Spain, the United Kingdom, or the Netherlands. About our Company: Onapsis is a proven market leader that protects your business's most critical applications. Only Onapsis delivers the actionable intelligence, automated governance, continuous monitoring, and secure change capabilities required by cross-functional teams to optimize workflows and automate manual tasks so they can embrace and accelerate SAP and Oracle E-Business Suite (EBS) modernization, cloud, IoT, and mobility initiatives while keeping the most vital systems and data protected and compliant. Headquartered in Boston, Onapsis has regional offices in Heidelberg, Germany; Buenos Aires, Argentina; Texas, USA; and Bucharest, Romania. The company proudly serves more than 300 leading brands and organizations, including many of the Global 2000. For more information, connect with Onapsis on LinkedIn or visit https://www.onapsis.com. #LI-MT1 #LI-Remote

Customer Success, Senior Manager (m/f/d) at Onapsis EMEA About the job Onapsis is on a mission to safeguard the most critical business applications that business depends on daily. Over 20% of the Fortune 100 rely on Onapsis to secure their business-critical applications and ensure they are compliant and available. The Customer Success Senior Manager (m/f/d) at Onapsis is a "Coach/Player". You are the architect of regional growth, responsible for mentoring a high-performing team of CSMs and Renewal Reps while personally piloting the strategy for our most prestigious, global accounts. In this role, you don't just manage a book of business; you build a force multiplier. You will translate complex cybersecurity and SAP-landscape challenges into scalable customer journeys, ensuring our clients don't just "use" our software, but weave it into the fabric of their enterprise security posture. If you thrive on pressure-testing deal strategies, fostering "Extreme Ownership" in your team, and serving as the bridge between technical product evolution and executive value realization, this is your next challenge. Key Responsibilities: The "Coach": Regional Leadership & Force Multiplication (70%) - People Management & Mentorship: Lead a team of CSMs and Renewal Reps. Own the full talent lifecycle: hiring, onboarding, weekly 1:1s, and career pathing. - The "Deal Strategist": Lead weekly account reviews. You aren't just checking boxes; you are pressure-testing renewal strategies, identifying expansion "white space," and coaching your team on how to navigate complex SAP/Cybersecurity stakeholders. - Operational Excellence: Partner with the VP of Customer Success to refine the regional customer journey. Document scalable best practices and ensure the team is utilizing "Extreme Ownership" to manage their books of business. - Cross-Functional Advocacy: Act as the primary regional "Voice of the Customer" for Product and Sales, ensuring that field insights (from your different team portfolios) are synthesized into actionable product requirements. The "Player": Strategic "North Star" Portfolio (30%) - Elite Account Management: Personally owns 4–6 of Onapsis’ most complex, high-value flagship / T1 accounts. - Model the "Gold Standard": Use your personal portfolio to pilot new playbooks, EBR formats, and expansion strategies. You lead by example, showing your team what a "Board-level" business review looks like in the cybersecurity space. - Commercial Ownership: Manage the end-to-end lifecycle for your select accounts, ensuring ARR is protected and grown through proactive risk mitigation and value realization. Experience & Background: To be successful in this high-impact position, we are looking for a candidate who brings a blend of technical acumen, commercial grit, and empathetic leadership. Professional Experience: - 6+ Years in Customer Success/Account Management: Proven track record in the Enterprise space, specifically navigating the complexities of Cybersecurity, ERP, or high-stakes Infrastructure software. - 2+ Years of People Leadership: Direct experience managing a team of 5+ individual contributors. You should have a documented history of hiring, developing talent, and managing underperformance with radical candor. - Complex Stakeholder Navigation: Expertise in managing "Board-level" relationships within Global 2000 organizations, specifically engaging with C-Suite personas (CISO, CIO, CTO). - The "Commercial Edge": A history of owning $5M+ in aggregate ARR, with a consistent record of meeting or exceeding targets. - Proficiency in German is highly desirable but not strictly required. What we offer: - A role in shaping the future of protecting the most critical applications that run the world's business and a career that grows as the company grows. - A unique culture of high achievement and teamwork. - Supportive and humble colleagues are the space's top problem solvers and innovators. - Financial security through competitive compensation and incentives. Location: This is a remote position for candidates based in Germany, Spain, the United Kingdom, or the Netherlands. About our Company: Onapsis is a proven market leader that protects your business's most critical applications. Only Onapsis delivers the actionable intelligence, automated governance, continuous monitoring, and secure change capabilities required by cross-functional teams to optimize workflows and automate manual tasks so they can embrace and accelerate SAP and Oracle E-Business Suite (EBS) modernization, cloud, IoT, and mobility initiatives while keeping the most vital systems and data protected and compliant. Headquartered in Boston, Onapsis has regional offices in Heidelberg, Germany; Buenos Aires, Argentina; Texas, USA; and Bucharest, Romania. The company proudly serves more than 300 leading brands and organizations, including many of the Global 2000. For more information, connect with Onapsis on LinkedIn or visit https://www.onapsis.com. #LI-MT1 #LI-Remote

Customer Success, Senior Manager (m/f/d) at Onapsis EMEA About the job Onapsis is on a mission to safeguard the most critical business applications that business depends on daily. Over 20% of the Fortune 100 rely on Onapsis to secure their business-critical applications and ensure they are compliant and available. The Customer Success Senior Manager (m/f/d) at Onapsis is a "Coach/Player". You are the architect of regional growth, responsible for mentoring a high-performing team of CSMs and Renewal Reps while personally piloting the strategy for our most prestigious, global accounts. In this role, you don't just manage a book of business; you build a force multiplier. You will translate complex cybersecurity and SAP-landscape challenges into scalable customer journeys, ensuring our clients don't just "use" our software, but weave it into the fabric of their enterprise security posture. If you thrive on pressure-testing deal strategies, fostering "Extreme Ownership" in your team, and serving as the bridge between technical product evolution and executive value realization, this is your next challenge. Key Responsibilities: The "Coach": Regional Leadership & Force Multiplication (70%) - People Management & Mentorship: Lead a team of CSMs and Renewal Reps. Own the full talent lifecycle: hiring, onboarding, weekly 1:1s, and career pathing. - The "Deal Strategist": Lead weekly account reviews. You aren't just checking boxes; you are pressure-testing renewal strategies, identifying expansion "white space," and coaching your team on how to navigate complex SAP/Cybersecurity stakeholders. - Operational Excellence: Partner with the VP of Customer Success to refine the regional customer journey. Document scalable best practices and ensure the team is utilizing "Extreme Ownership" to manage their books of business. - Cross-Functional Advocacy: Act as the primary regional "Voice of the Customer" for Product and Sales, ensuring that field insights (from your different team portfolios) are synthesized into actionable product requirements. The "Player": Strategic "North Star" Portfolio (30%) - Elite Account Management: Personally owns 4–6 of Onapsis’ most complex, high-value flagship / T1 accounts. - Model the "Gold Standard": Use your personal portfolio to pilot new playbooks, EBR formats, and expansion strategies. You lead by example, showing your team what a "Board-level" business review looks like in the cybersecurity space. - Commercial Ownership: Manage the end-to-end lifecycle for your select accounts, ensuring ARR is protected and grown through proactive risk mitigation and value realization. Experience & Background: To be successful in this high-impact position, we are looking for a candidate who brings a blend of technical acumen, commercial grit, and empathetic leadership. Professional Experience: - 6+ Years in Customer Success/Account Management: Proven track record in the Enterprise space, specifically navigating the complexities of Cybersecurity, ERP, or high-stakes Infrastructure software. - 2+ Years of People Leadership: Direct experience managing a team of 5+ individual contributors. You should have a documented history of hiring, developing talent, and managing underperformance with radical candor. - Complex Stakeholder Navigation: Expertise in managing "Board-level" relationships within Global 2000 organizations, specifically engaging with C-Suite personas (CISO, CIO, CTO). - The "Commercial Edge": A history of owning $5M+ in aggregate ARR, with a consistent record of meeting or exceeding targets. - Proficiency in German is highly desirable but not strictly required. What we offer: - A role in shaping the future of protecting the most critical applications that run the world's business and a career that grows as the company grows. - A unique culture of high achievement and teamwork. - Supportive and humble colleagues are the space's top problem solvers and innovators. - Financial security through competitive compensation and incentives. Location: This is a remote position for candidates based in Germany, Spain, France, the United Kingdom, or the Netherlands. About our Company: Onapsis is a proven market leader that protects your business's most critical applications. Only Onapsis delivers the actionable intelligence, automated governance, continuous monitoring, and secure change capabilities required by cross-functional teams to optimize workflows and automate manual tasks so they can embrace and accelerate SAP and Oracle E-Business Suite (EBS) modernization, cloud, IoT, and mobility initiatives while keeping the most vital systems and data protected and compliant. Headquartered in Boston, Onapsis has regional offices in Heidelberg, Germany; Buenos Aires, Argentina; Texas, USA; and Bucharest, Romania. The company proudly serves more than 300 leading brands and organizations, including many of the Global 2000. For more information, connect with Onapsis on LinkedIn or visit https://www.onapsis.com.

Role Description Onapsis is on a mission to safeguard the most critical business applications that businesses depend on daily. Over 20% of the Fortune 100 rely on Onapsis to secure their business-critical applications and ensure they are compliant and available. You are the trusted advisor and value champion for complex, high-value accounts. Your focus is Value Realization & Retention, navigating client politics and leading renewals. Key Responsibilities: - Strategic Account Management: Manage relationships with C-level executives across complex enterprise accounts. - Trusted Advisor: Proactively identify customer needs and tailor solutions to enhance security posture and ROI. - Voice of the Customer: Lead "Voice of the Customer" initiatives internally to shape product investments. - Expansion: Identify and assess expansion opportunities based on customer business objectives. Key Capabilities: - Business Acumen: Analyze business fundamentals and develop compelling ROI scenarios. - Value Justification: Quantify cost savings and develop compelling value propositions. - Executive Advocacy: Build exceptional loyalty through executive-level advocacy. Qualifications - 7+ years’ experience in customer success at an on-premise/SaaS company. - Demonstrated ability to maintain high retention across a complex portfolio. - ERP experience (SAP, Oracle) and strong vulnerability management knowledge. - Experience managing customer success and sales processes using CRM software desired. - Fluency in German is required. Benefits - A role in shaping the future of protecting the most critical applications that run the world's business and a career that grows as the company grows. - A unique culture of high achievement and teamwork. - Supportive and humble colleagues who are the space's top problem solvers and innovators. - Financial security through competitive compensation and incentives. Location This is a remote position for candidates based in Germany, Spain, the United Kingdom, or the Netherlands. Company Description Onapsis is a proven market leader that protects your business's most critical applications. Only Onapsis delivers the actionable intelligence, automated governance, continuous monitoring, and secure change capabilities required by cross-functional teams to optimize workflows and automate manual tasks so they can embrace and accelerate SAP and Oracle E-Business Suite (EBS) modernization, cloud, IoT, and mobility initiatives while keeping the most vital systems and data protected and compliant. - Headquartered in Boston with regional offices in Heidelberg, Germany, Buenos Aires, Argentina, Texas USA, and now in Bucharest, Romania. - Onapsis proudly serves more than 300 leading brands and organizations, including many of the Global 2000. For more information, connect with Onapsis on LinkedIn or visit https://www.onapsis.com .

Role Description Onapsis is on a mission to safeguard the most critical business applications that businesses depend on daily. Over 20% of the Fortune 100 rely on Onapsis to secure their business-critical applications and ensure they are compliant and available. You are the trusted advisor and value champion for complex, high-value accounts. Your focus is Value Realization & Retention, navigating client politics and leading renewals. Key Responsibilities: - Strategic Account Management: Manage relationships with C-level executives across complex enterprise accounts. - Trusted Advisor: Proactively identify customer needs and tailor solutions to enhance security posture and ROI. - Voice of the Customer: Lead "Voice of the Customer" initiatives internally to shape product investments. - Expansion: Identify and assess expansion opportunities based on customer business objectives. Key Capabilities: - Business Acumen: Analyze business fundamentals and develop compelling ROI scenarios. - Value Justification: Quantify cost savings and develop compelling value propositions. - Executive Advocacy: Build exceptional loyalty through executive-level advocacy. Qualifications - 7+ years’ experience in customer success at an on-premise/SaaS company. - Demonstrated ability to maintain high retention across a complex portfolio. - ERP experience (SAP, Oracle) and strong vulnerability management knowledge. - Experience managing customer success and sales processes using CRM software desired. - Fluency in German is required. Benefits - A role in shaping the future of protecting the most critical applications that run the world's business and a career that grows as the company grows. - A unique culture of high achievement and teamwork. - Supportive and humble colleagues who are the space's top problem solvers and innovators. - Financial security through competitive compensation and incentives. Company Description Onapsis is a proven market leader that protects your business's most critical applications. Only Onapsis delivers the actionable intelligence, automated governance, continuous monitoring, and secure change capabilities required by cross-functional teams to optimize workflows and automate manual tasks so they can embrace and accelerate SAP and Oracle E-Business Suite (EBS) modernization, cloud, IoT, and mobility initiatives while keeping the most vital systems and data protected and compliant. Headquartered in Boston with regional offices in Heidelberg, Germany, Buenos Aires, Argentina, Texas USA, and now in Bucharest, Romania. Onapsis proudly serves more than 300 leading brands and organizations, including many of the Global 2000. For more information, connect with Onapsis on LinkedIn or visit https://www.onapsis.com .

• Own the regional SAP relationship and navigate the SAP Store. • Accountable for partner-sourced and partner-influenced pipeline, working with Account Executives. • Identify and activate high-growth tech alliances for integrated solutions. • Lay groundwork for strategic expansion in LATAM. • Represent Onapsis at major industry events to promote integrated value proposition.