Pricing Manager (m/f/d)

DAS ERWARTET DICH BEI UNS: * An opportunity to help save lives through technology * A positive working environment with plenty of space for your own ideas and initiative * An attractive compensation package including a performance-based bonus model * Creative freedom and autonomy within your area of responsibility * Comprehensive and thorough onboarding and training to support your success DEIN VERANTWORTUNGSBEREICH: To expand our OEM business in the United States, we are looking for an experienced Business Development Manager (m/f/d) with strong technical expertise and understanding for the North American region, esp. the USA, to join us as soon as possible. In this role, you will take ownership of developing the market, identifying and acquiring new customers, and building our presence from the ground up.   You will focus on winning and managing medium-sized and large OEM customers, particularly manufacturers of mobile machines in the off-road (e.g. construction and agriculture machine), intralogistics and on-road & crane sectors. Furthermore, you will establish partnerships with system integrators. Working closely with the LUIS team in Germany, you will drive projects forward, develop tailored solutions, and establish long-term customer relationships. As our business grows, you will also contribute to building and developing a future sales structure in the region.     Your responsibilities will include: * Driving the acquisition of new mobile machine-OEM customers across North America and building a sustainable customer base from the ground up * Establishing, maintaining, and strategically developing new and existing customer relationships with a strong focus on long-term growth across North America  * Conducting regular on-site visits to identify customer needs, provide technical consulting, define concrete customer requirements and actively develop new business opportunities  * Managing the introduction of new products in close alignment with customers, project management, and development teams * Monitoring market and competitive trends and proactively identifying new business potential in North America  * Presenting product solutions, innovations, and concepts — both at trade shows (e.g., CONEXPO, iVT, Modex), customer events, and internal meetings * Creating customer-specific proposals in close collaboration with internal sales, Technical Sales (Customer Solutions & Innovation), and management * Taking an active role in pricing, contract negotiations, and consistently following up on opportunities * Working closely with colleagues in internal sales, technical sales, and export to ensure smooth workflows * Serving as a key contact for technical inquiries and acting as the interface between customers and product development, resp. system engineeringEnsuring transparency through CRM maintenance and regular reporting to sales management WAS WIR UNS VON DIR WÜNSCHEN: Professional training and experience * A degree in electrical engineering, computer science, computer vision, or industrial engineering * Minimum of 10 years of professional experience in business development, sales, or key account management for technical products and AI software solutions * Proven experience in the North American market: either based in the United States or, if based in Germany, with extensive prior work experience and a strong professional network in the U.S. * Strong track record in acquiring new customers and developing business relationships, ideally with mobile machine OEMs * Strong enthusiasm for future-oriented fields such as computer vision, neural networks, and artificial intelligence * At least five years of experience in our segment, including camera monitor systems, driver assistance systems, and AI-based technologies * Experience in project management is an advantage Willingness to travel extensively within North America (approx. 50%-100%), regardless of place of residence  Languages: *  Business-fluent English; German is a plus  Personal strengths: * Strong technical understanding combined with the ability to translate customer needs into practical solutionsHighly self-driven, entrepreneurial mindset with a strong focus on building business and creating opportunities * Solution-oriented and customer-focused approach with a high level of ownership * Excellent communication   and negotiation skills, with the ability to engage stakeholders at all levels * Confident handling of common business tools and CRM systems * Strong time-management, self-organization skills as well as management skills

CUSTOMER SUCCESS MANAGER (M/F/D) at Onapsis Europe GmbH   SUMMARY OF POSITION The Customer Success Manager (m/f/d) is a key client-facing role within the Customer Success organization. In this role, you will drive onboarding, monitor customer health, ensure renewals, and partner with sales in achieving revenue growth goals.  The CSM (m/f/d) manages a standard book of business independently, focusing on Relationship Building. You will drive product adoption and map customer business needs to specific features to create "stickiness". You act as a primary point of contact, conducting regular business reviews and managing the feedback loop to the Product team. You are a critical component of Onapsis’ growth, focused on key elements of the customer journey: Onboarding and Renewals to ensure Onapsis customers achieve the greatest value.   RESPONSIBILITIES * Own/drive renewal opportunities, forecasting, negotiation for transactional customers. * Adoption & Stickiness: Map customer business needs to specific product features to drive deep integration. * Identify upsell opportunities within customer accounts and hand them off to sales. * Business Reviews: Conduct regular business reviews to track progress against customer goals. * Gauge health of each account, document renewal health detail and develop resolution strategy for any high-risk accounts. * Act as liaison between customer and internal business groups to ensure a smooth transaction for the customer. Specifically, partner Cross-functionally with:  * Sales: Identify expansion opportunities and hand off to sales. * Legal: Identify and proactively resolve any ‘legal red flags’. * Partners: Create renewal quotes specific to each partner segment. * Maintain consistent high-level knowledge of the product, version updates, and pricing. * Successfully negotiate all issues related to renewals. * Guide customers through the onboarding process, specifically: create licenses for new customers. * Support process, specifically: track support cases and drive to resolution.   KEY CAPABILITIES * Customer Focus: Build customer loyalty through consistent engagement. * Value Justification: Begin to articulate the value proposition of Onapsis solutions to mid-level stakeholders. * Domain Expertise: Develop a working knowledge of cybersecurity trends and vulnerability management.   QUALIFICATIONS/EXPERIENCE REQUIRED * 3 - 5 years of experience in a customer success or account management role. * Experience in cybersecurity. * Experience using CRM software to manage customer health and sales processes. * Four-year college degree from an accredited institution or equivalent experience. * Enterprise SIM experience is desirable. * ERP experience (SAP, Oracle or other business systems is a plus). * Experience presenting to customers to guide the customer on how to best employ and execute security methods, tools or technologies to maximize the organization’s security effectiveness. * Experience working across functional teams both with a customer as well as internally to build consensus and to drive progress on initiatives. * Ability and experience with security organization operations, workflow and vulnerability management. * Experience in an early to a mid-stage security software company is a plus. * Business-fluent English skills (written and spoken) are required. * German fluent speaking preferred.   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 [https://cts.businesswire.com/ct/CT?id=smartlink&url=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fonapsis%2F&esheet=53364949&newsitemid=20230321005293&lan=en-US&anchor=LinkedIn&index=8&md5=1ee4c78f4a23262e26a7215c01ecac54] or visit https://www.onapsis.com [https://www.onapsis.com].