Senior Enterprise Sales Specialist

4 weeks ago

North Sydney Council, Australia OpenText Full time

OpenText is one of the world's leading enterprise software providers, delivering mission-critical technology and supporting services that empower thousands of customers worldwide to manage core IT elements of their business.

The Opportunity:

This role involves creating, qualifying, developing, and selling ITOM solutions. With a consultative sales approach, you will lead with business value and engage both new and existing clients. You will be supported by a broad team of pre-sales solution consultants and will manage a defined territory spanning multiple verticals and large/mid-sized clients.

You're Great At:

  • Results driven - Operates with personal ownership and looks for ways and means to improve performance all the time. Acts with urgency and a sense of accountability.
  • Energy & work ethic - Intellectually curious and able to bring an energy and spirit of innovation to the role. Builds trust with others by acting authentically and with integrity.
  • Domain expertise - Applies a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sales process. Seen by clients as a trusted advisor.
  • Pipeline Qualification (Pipeline Creation, Progression & Closure) - Uses expertise to seek out new opportunities and expand existing client footprints. Takes ownership of pipeline creation to ensure sufficient coverage of the target. Continuous qualification whilst progressing the opportunity to close.
  • Value based selling – Identifies key drivers of value for the customer and develop unique value propositions by articulating a vision that resonates with the customer. Selling outcomes not products.
  • Planning for Success – Demonstrates a structured, methodical approach to building and executing annual sales plans. Balances strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
  • Orchestrating teams / working with partners - Builds and develops cross company pursuit teams to engage prospects in strategic sales. Collaborates with select partners to develop territories and expand sales coverage.
  • Good sales hygiene - provides accurate revenue forecasting, ensuring the CRM system is always up to date.

What it Takes:

  • At least 5 years of proven software sales experience, with a demonstrable track record of over-achievement and new business wins.
  • Directly related previous work experience a definite plus. IT Service Management; Enterprise Service Management; AIOps; Network Automation; Network Operations.
  • University or bachelor's degree; Advanced University or MBA preferred or equivalent work experience.
  • Experienced in following a sales methodology, in territory management, account development and opportunity management.
  • Successful partner engagement experience. Works effectively with our partners to drive additional revenue.

We strive to build an inclusive work environment where everyone feels valued and respected. Our Employment Equity and Diversity Policy promotes a culture of diversity, equity, and inclusion.

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