Senior Account Executive

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OpenText

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1991

🏢 Enterprise

☁️ SaaS

🤝 B2B

💰 $1G Post IPO debt on 2022-12

Enterprise • SaaS • B2B

OpenText is a Canadian enterprise software company that provides enterprise information management solutions and cloud-based services. It offers products for enterprise content management, document and records management, information governance, collaboration, and related IT/cloud operations, serving business customers with both on-premises and SaaS delivery models. The company's public materials emphasize enterprise-focused careers, cloud and IT operations, client success, and professional services.

📋 Description

• Develop a long-term sales pipeline to increase the company's market share in specialized areas • Capture leads outside of specialization and use closed-loop lead management for assignment and follow-up • Seek new opportunities by expanding and enhancing existing opportunities • Set the direction for business development and solution replication with new and existing customers • Develop and own relationships with the Micro Focus client base and wider ecosystem • Establish professional, working, and consultative relationships with clients • Maintain competitor knowledge to strategically position products and services • Develop quota objectives and future direction for the defined product category • Exceed quota • Grow the external ecosystem by leveraging partner relationships to expand account reach • Drive Federal Government business in the United States • Prospect, qualify, negotiate, and close opportunities with new and existing accounts • Build pipeline through proactive campaigns • Collaborate with management, channel, and sales teams in shared accounts • Partner with Professional Services account teams to build account plans and strategies that drive incremental revenue • Cultivate customer relationships to ensure account retention and growth

🎯 Requirements

• At least 5 years of sales experience selling technology solutions and value to US Government entities • University or bachelor’s degree; directly related previous work experience • Demonstrated achievement of progressively higher quota, diversity of business customers, and higher-level customer interface • Extensive selling experience within the industry and on similar products • Typically 8–12 years of advanced sales experience • 2–3 years of product sales in the desired specialty • Understanding of the industry and market segment of key accounts • Account planning and accurate revenue forecasting skills • Strong knowledge of application delivery lifecycle solutions and services, especially Micro Focus solutions • Knowledge of the software development landscape • Consultative solutions selling and business development skills • Prospecting, negotiating, and closing skills • Knowledge of government purchasing processes • Experience building and driving RFPs • Knowledge of the government reseller ecosystem • Knowledge of application delivery, DevOps, and environments • Project management skills • Ability to collaborate with management, channel, sales, and Professional Services teams • Ability to cultivate and maintain positive customer relationships • Comprehensive knowledge of products, services, and competitor offerings

🏖️ Benefits

• Competitive compensation package • Variable and commission compensation opportunities for eligible roles • Vacation entitlement • Paid time off • Physical, emotional, and financial wellbeing benefits package • Personal growth opportunities • Reasonable accommodation during the application or recruiting process