Sr. Account Executive

OPENTEXT 
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

THE OPPORTUNITY:

As an OpenText Enterprise Account Executive you are a high caliber, proven executive who possess the ability to evangelize (sell the vision) the benefits of implementing globally recognized OpenText EIM portfolio to our customers. In doing so you will drive the sale of our EIM portfolio of solutions throughout our customers’ organization (their value chain).

Within your role you will be responsible for a number of named accounts that are existing customers who already have implemented at least one OpenText EIM solution component. Your function relative to these named accounts is to evangelize the associated benefits of implementing OpenText EIM ‘end to end’. To do this you need to understand your customer accounts by establishing key stakeholder relationships, conducting research specific to your customers business drivers, their value chain and testing your research/validating your research with your key stakeholder relationships within each customer.

With the validated information and utilizing OpenText ‘Impact tools and methodology’ you will create individual ‘Account and Opportunity Plans’ so that both you and internal OpenText stakeholders are able to understand a customer’s operating environment, political environment, information technology environment, acquisition process relative to buying solution software and finally feasibility requirements of intended EIM OpenText applications.

As an Enterprise Account Executive you demonstrate your leadership qualities by effectively augmenting OpenText’s cross functional teams including sales management, technical services, legal services, customer support and our partner organization in the resulting complex EIM solution sale and implementation.

You will continuously expand your knowledge of the market OpenText addresses, our competitors and related industries as well as gaining an understanding of the industry drivers together with the trends that are impacting our customers driving their businesses and buying decisions. In doing so you will add significant demonstrable value to yourself, your customers and OpenText.

As an OpenText Enterprise Account Executive you are a high caliber, proven executive who possess the ability to evangelize (sell the vision) the benefits of implementing globally recognized OpenText EIM portfolio to our customers. In doing so you will drive the sale of our EIM portfolio of solutions throughout our customers’ organization (their value chain).

Within your role you will be responsible for a number of named accounts that are existing customers who already have implemented at least one OpenText EIM solution component. Your function relative to these named accounts is to evangelize the associated benefits of implementing OpenText EIM ‘end to end’. To do this you need to understand your customer accounts by establishing key stakeholder relationships, conducting research specific to your customers business drivers, their value chain and testing your research/validating your research with your key stakeholder relationships within each customer.

With the validated information and utilizing OpenText ‘Impact tools and methodology’ you will create individual ‘Account and Opportunity Plans’ so that both you and internal OpenText stakeholders are able to understand a customer’s operating environment, political environment, information technology environment, acquisition process relative to buying solution software and finally feasibility requirements of intended EIM OpenText applications.

As an Enterprise Account Executive you demonstrate your leadership qualities by effectively augmenting OpenText’s cross functional teams including sales management, technical services, legal services, customer support and our partner organization in the resulting complex EIM solution sale and implementation.

You will continuously expand your knowledge of the market OpenText addresses, our competitors and related industries as well as gaining an understanding of the industry drivers together with the trends that are impacting our customers driving their businesses and buying decisions. In doing so you will add significant demonstrable value to yourself, your customers and OpenText.

YOU ARE GREAT AT:

• The Enterprise Account Executive role is focused firmly on capturing profitable license revenue. Identifying, developing and maintaining long-term constructive and effective client relationships.
• Successfully operate and interact at all levels within OpenText and within those of our customers’ organization in the manner befitting of an executive.
• Achieve and exceed quarterly and annual revenue targets within the defined accounts, vertical or territory assigned to you, to ensure Open Text captures market share and profit goals.
• Produce and maintain regular, timely and accurate sales forecast reports whilst managing pipeline and an effective and focused business plan for each named account utilizing ‘Impact’.
• Harness and develop a clear account strategy and introduce, together with the marketing team, clear promotional initiatives.
• Identifying opportunities through analysis of Open Text’s current client base as well as potential new business and market drivers.
• Gain and be able to demonstrate a strong understanding of your region/territory/allocated industry vertical.

WHAT IT TAKES

• The Account Executive must have a minimum of five (5) years successful sales across Enterprise Software Solutions or a minimum ten (10) years’ experience in business development across Enterprise Software Solutions.

• Review complex customer requirements and feasibility of intended applications, required software and adequacy of implementation plans for the customer’s needs.
• Demonstrate your leadership and influencing abilities by effectively guiding cross functional teams of technical, services and partner personnel in the resulting complex enterprise software sale and implementation.
• Develop and support the relationship between OpenText and your customers at multiple organizational levels, gathering information on customer business processes, critical success factors, and competitive standing to deliver value-added business solutions.
• Build relationships with the key decision makers and influencers.
• Actively collaborate, engage, lead and motivate stakeholders within OpenText, e.g. Senior Managers, Professional Services, Legal Services and Customer Support who are able to advance the sales process.
• Carve out strong relationships with Partners/SIs to pursue successful joint sales strategies to win new business.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of 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.