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Senior Sales Executive
2 months ago
OpenText stands as a leading provider in the enterprise software sector, delivering essential technology and support services that empower countless clients globally to manage critical IT components of their operations, facilitating both stability and transformation.
The Role:
As a Sales Specialist in Application Delivery Management, you will take charge of identifying, qualifying, nurturing, and marketing ADM solutions. Employing a consultative sales methodology, your focus will be on delivering business value while engaging both prospective and existing clients. You will oversee a designated territory that encompasses numerous large and mid-sized Federal Government accounts, supported by a robust team of pre-sales solution consultants. Your software offerings will include a mix of SaaS and on-premises solutions.
Key Competencies:
Results-oriented - Takes personal responsibility and continuously seeks methods to enhance performance, acting with urgency and accountability. Dynamic work ethic - Possesses intellectual curiosity and brings a spirit of innovation to the role, fostering trust through authenticity and integrity. Industry knowledge - Utilizes a comprehensive understanding of business practices, market trends, and competitive dynamics to execute a consistent sales process, earning the trust of clients as a reliable advisor. Pipeline Management - Proactively identifies new opportunities and expands existing client relationships, ensuring robust pipeline creation and continuous qualification towards closure. Value-driven sales - Discerns key value drivers for clients and crafts unique value propositions that resonate, focusing on selling outcomes rather than mere products. Strategic Planning - Exhibits a structured approach to formulating and executing annual sales strategies, balancing both strategic and tactical initiatives to optimize coverage and ensure predictable revenue streams. Team Collaboration - Cultivates and leads cross-company teams to engage prospects in strategic sales efforts, collaborating with selected partners to enhance territory development and sales reach. Sales Discipline - Maintains accurate revenue forecasts and ensures the CRM system is consistently updated.Qualifications:
Minimum of 5 years of demonstrated success in software SaaS or license sales, with a proven track record of exceeding targets and securing new business. Relevant previous experience is advantageous, particularly in application development, testing, DevOps, or Value Streams. Established network of contacts within the Federal government at various levels. Bachelor's degree; advanced degrees or MBAs are preferred or equivalent professional experience. Proficient in sales methodologies, territory management, account development, and opportunity management. Experience in partner engagement, effectively collaborating with partners to drive additional revenue.OpenText is committed to fostering an inclusive workplace that goes beyond mere compliance with applicable laws. Our Employment Equity and Diversity Policy guides us in maintaining an environment that embraces diversity, irrespective of culture, national origin, race, gender, gender identity, sexual orientation, family status, age, veteran status, disability, religion, or any other legally protected basis.
