Sr. Account Executive

2 weeks ago

Canberra, Australia OpenText Corporation Full time

OpenText is one of the world’s largest enterprise software providers. We deliver mission-critical technology and supporting services that help thousands of customers worldwide manage core IT elements of their business so they can run and transform—at the same time.

The Opportunity:

The Application Delivery Management Sales Specialist will be responsible for creating, qualifying, developing, and selling ADM solutions. With a consultative sales approach, you will lead with business value and engage both new and existing clients.  Supported by a broad team of pre-sales solution consultants, you will manage a defined territory across the ACT. Your territory will span many large and mid-sized Federal Government clients.  Your software portfolio includes a combination of SaaS and on-premises solutions.
 

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 SaaS or license sales experience, with a demonstrable track record of over-achievement and new business wins. 
  • Directly related previous work experience a definite plus.  Application development, application testing, DevOps or Value Streams experience a distinct advantage.
  • A strong network of client contacts at all levels within the Federal government.
  • 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.

OpenText 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.

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