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Sr. Account Executive

3 weeks ago

Oman OpenText Full time

OPENTEXT - THE INFORMATION COMPANY

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.

AI-First. Future-Driven. Human-Centered.

At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We're hiring talent that AI can't replace to help us shape the future of information management. Join us.

Job Description:

At Opentext, everything we do is based on a simple idea: The fastest way to get results is to build on what you have. Our software solutions enable organizations to do just that. Secure and scalable, with analytics built in, they bridge the gap between existing and emerging IT—fast-tracking digital transformations across DevOps, Hybrid IT, Security, and Predictive Analytics. In the race to innovate, Micro Focus customers have the clear advantage. Our portfolio spans the following areas:

Enterprise DevOps | Hybrid IT Management | Security and Info Governance | Big Data, Machine Learning, & Analytics

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.


Responsibilities:
Responsible for creating and driving their Enterprise DevOps and Hybrid IT Management sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.

  • Maintains knowledge of competitors in account to strategically position the company's products and services better.
  • Drive partner GTM business for target industry intentionally.
  • 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 and key partner, up to and including the C-level for large accounts, by developing a core understanding of the unique business needs of the client within their industry.
  • Organize and lead proposal team across business units.
  • May invest time working with and leveraging external partners to deliver sale.


Education and Experience Required:

  • University or bachelor's degree directly related previous work experience.
  • Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface.
  • Typically, 7+ years of enterprise sales experience.
  • 3+ years of enterprise software sale history, not point-to-point products.
  • Enterprise DevOps sales experience for Application Lifecycle Management, Functional Test Automation, Performance Testing, DevOps and Mobility Testing.
  • Hybrid IT Management sales experience for IT operations management, Data center Automation, Enterprise Service Management and Integrated Monitoring Solution.
  • 3+ years of IT Operations management sales by complexed, cross-portfolio proposals.


Knowledge and Skills:

  • Is considered an expert in knowledge of Application Lifecycle Management, Functional Test Automation, Performance Testing, DevOps, Mobility products, Hybrid IT Management, Data Center Automation, Integrated Monitoring.
  • Knowledge for Agile Development and CI/CD tools a plus
  • Knowledge of competitor's offerings.
  • Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling using quantified impact.
  • Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
  • Extensive account planning skill with all eyes on customer's news, IR Information, and industry trend to find out and address customers' unidentified challenges preemptively.
  • Accurate account revenue creating and forecasting skills.
  • Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
  • Establishes a professional working relationship, up to the executive level, with the client and major SIer.
  • Demonstrates ownership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
  • Understands how to leverage the company's portfolio and change the playing field on our competitors.
  • Utilizes Salesforce as an expert and accurately forecasts business.
  • Leverages Professional Services as part of strategic product sales.
  • 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.

OpenText's 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 Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.