Sr. Account Executive (Enterprise Sales) - ITOM

YOUR IMPACT:

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.This person will take care of North India market with focus on large BFSI accounts.

WHAT THE ROLE OFFERS:

• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
• Maintain knowledge of competitors in account to strategically position OpenText products and services better.
• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
• Development of quota objectives and future direction for defined product category.
• Establish a professional, working, and consultative, relationship with the client, up to and 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.
• May invest time working with and leveraging external partners to deliver sale.
• Utilizes Siebel as an expert and accurately forecasts business.
• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities
• Directs or coordinates supporting sales activities.

WHAT YOU NEED TO SUCCEED:

• Typically, 15+ years of advanced sales experience with 5+ years of product sales in the desired specialty.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface.
• May invest time working with external partners.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
• May develop business plan in conjunction with customer.
• Typically assigned higher than average quota.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics