Sr. Account Executive - Software Sales

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.

Account executives are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with cross functional teams- Channels, Pre Sales, Professional Services, Marketing to drive proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. Covers a designated geography to drive new business as well as manage and grow existing accounts.

What the Role Offers:

• Develops long term sales pipeline to increase the company's market share in specialized area.
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Set direction for business development and solution replication.
• Creates and grows reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts.
• Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
• Maintain and use overall cross-portfolio knowledge to demonstrate the value of the Opentext portfolio.
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

What you Need to Succeed:

• Directly related previous work experience.
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in given field by company and customer.
• Considered a mentor of selling strategy, including designing strategy.
• Typically 14+ years of related sales experience.

Knowledge and Skills:

• Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Uses expertise specialty, value based selling and business case development to align the client's business needs with our solution.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Balance strategic and tactical pursuits to optimize account / territory coverage and achieve quarterly / yearly targets.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
• Works collaboratively with internal teams to build an effective account plan and strategy to drive incremental revenue in the account.
• Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
• Understands the leverage of services as part of strategic portfolio and promotes services as part of all strategic opportunities.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
• Achieving Quarterly and Full Year Targets
• Relationship Building
• Collaboration
• Influencing & Motivating
• Customer Centric
• Value Selling
• Sales Pitching