Onapsis is built upon a philosophy of innovation, hard work and continuous learning. Each day  our employees strive to become better, smarter and more professional in what they do, bringing  unique solutions to our global customers. We are seeking contributors who thrive in what they do  in an open and collaborative environment.

Onapsis cybersecurity solutions automate the monitoring and protection of the business-critical  applications SAP and Oracle financials, keeping them compliant and safe from insider and  outsider threats. Onapsis solutions include the Onapsis Security Platform™, which is the most  widely used SAP-certified cybersecurity solution on the market. Headquartered in Boston, MA,  Onapsis serves over 300 customers including many of the Global 2000.

We seek a Director, Channel Partners for a role that will lead a nimble team of alliance managers who drive our execution through critical partnerships.  The senior director will report to the Chief of Strategy and Business Development.

Responsibilities:

• Develop a strategic approach for an existing focused set of critical partnerships
• Identifying and developing new partnerships that line up with Onapsis partner Go To Market (GTM) strategy.
• Execute on revenue and other business development objectives on a consistent basis.
• Interlocking with senior partner executives and creating trust as we continue to iterate on win/win market approaches.
• Mentor and develop a team of alliance managers while growing a team that is focused on building the GTM strategy with key alliance partners.

Required Skills and Experience:

• 10 plus years of experience in enterprise software sales or channel management at a cybersecurity company.
• 5 plus years of leadership experience managing sales teams, ideally channel teams, with success measured by quota attainment.
• Strong network in the cybersecurity practices of services partner organization, in particular GSI’s, Big4 consulting firms, and cloud service providers.
• Expertise and acumen in forging initiatives, go-to-market and pipeline development plans with business partners.
• Experience in selling in an overlay role in conjunction with field sales teams
• Managed security services and managed services expertise; OEM experience is a plus
• Exceptional communication skills (both verbal and written). Able to position technical solutions as business value to “owners” of Security Services offering portfolio in partner organizations.
• Experience with Solution Selling/Consultative Selling methodologies.
• Delivery of comprehensive business plans with a multi-year outlook.
• Strong analytical competencies and ability to communicate and present at an executive level.
• Self-disciplined team player that can work in a fast-paced dynamic start-up environment remotely.

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