OPENTEXT - THE INFORMATION COMPANY
As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management.
THE OPPORTUNITY
Senior Account Executives are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas and will have named accounts allocated within a designated geography. They collaborate with Solution Engineers, Product Leaders and Channel Organization to provide specialist expertise within the sales team. They drive proactive initiatives to generate pipeline through direct prospecting, networking, and BDR campaigns to build the pipeline of leads. The role uses specialized knowledge in any one of the Application Security, Data Security/Data Privacy, Identity & Access Management and Security Operations to build demand through use cases and qualify, negotiate, and close opportunities.
YOU ARE GREAT AT
Understanding the whitespace and promoting new product placements into all accounts.
Managing the sales process from solutions identification to solution delivery that results in a successful product placement.
Helping with areas to defend our current position to achieve incremental growth.
Focusing on customer gaps to build a sales plan to address customer requirements with an associated return on investment.
Leading customer through a buying process and challenge their thinking by guiding a mutual buying process applying the right resources and information (professional services, SE, PM, White papers, use cases, model)
Developing long-term sales pipeline to increase the company's market share in specialized areas.
Building authentic relationships with decision makers, influencers, and supporters across organizations to drive adoption and help build sustainable customer value.
Selling complex solutions across multiple verticals.
Building and maintain broad market and competitor knowledge to ensure credibility and add value within assigned accounts.
Clearly document the sales motion in the CRM system
Accurately forecast the opportunities in the assigned accounts
Leveraging identified processes to complete contract process accurately.
Exceeding quota for assigned accounts.
Working with the broader team to support the mission of the company.
WHAT IT TAKES
Creating strong business relationships and negotiating large enterprise deals
Verifiable achievement of consistent, over quota attainment.
Collaboration, and ability to navigate a matrixed organization.
5+ years of successful software sales experience in similar space in:
Application Security
Data Security and Data Privacy
Identity & Access Management
Security Operations
Typically, 8+ years of enterprise software sales experience with results closing large complex deals
University or bachelor’s degree
Effective communication skills both written and spoken.
Ability to tell compelling customer stories that inspire change.
In-depth knowledge of enterprise organizational structure, business processes and financial structure
Considerable knowledge of common infrastructure and architecture
Demonstrates leadership and initiative in successfully driving sales in accounts - prospecting, negotiating, and closing deals.
Ability to build an effective business case reflecting the value of the applicable enterprise software solutions.
Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
Team player who works well with the overall account team to build an effective account plan and strategy to drive additional revenue and deliver value to the customer.
Successful partner engagement experience leveraging GSI, regional integrators, and VARs.
Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.
