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Account Development Executive - Polish

Req id:  17002

Reading, GB



As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management. 



The Opportunity: 


OpenText has developed a Centre of Excellence for Account Development working with best in class marketing technology and this opportunity is working with our [x] solutions based in [x].


As an Account Development Executive, you will be joining a social, high-performing team required to collaborate with peers to effectively attract and qualify prospects evaluating the purchase of OpenText solutions. The successful incumbent will be comfortable cold calling, cold emailing & engaging via social media and video.  It is important that you have a basic understanding of B2B lead generation and business development.  If you are energetic, tech savvy, motivated and creative, this position will challenge and enhance your skillset. 

This is a quota-carrying role and for career – minded individuals, offers an excellent fast-track to a future role in sales, pre-sales, consultancy or management with a global software organisation.   You will receive a best in class Onboarding Programme and continuous on the job coaching and personalised development to support you and propel you forward.



ADEs are responsible for working with their Field Sales counterparts to develop territory strategy discovering, nurturing, and qualifying a pipeline of leads and converting those leads to sales qualified appointments in order to generate Sales pipeline revenue.  ADEs are also responsible for working with their Sales & Solution Consultant Teams to actively support & progress opportunities through the sales pipeline funnel to close.

Their prospecting activity is split between outbound, strategic sales –driven  prospecting and following up in-bound leads generated from customer engagement activated by Global and Regional Field Marketing campaigns.

This position carries lead generation, pipeline revenue and activity -based targets.


Outbound prospecting

  • This role uncovers & develops new business opportunities via outbound cold calling into targeted enterprise - level accounts by working strategically with an assigned sales team of field-based Account Executives, Articulating business value through persona-based research, story-telling, social selling, etc.
    • New revenue growth opportunities are nurtured and qualified within existing OpenText accounts and new target accounts penetrated in order to achieve Sales Qualified Lead & Sales Pipeline targets.

Inbound Lead Development  - lead queue management

  • This role is responsible for qualifying and developing new business leads that come from customer engagement across our Global and regional Field Marketing campaigns in order to generate Sales Qualified Leads & Sales Pipeline targets.
  • Typically an inbound lead provides the opportunity for the ADE to build a profile of the customer pain points OpenText can resolve and a ‘way in’ to the organisation to map the buying process and target additional ‘contacts’ to start building a relationship with.
    • Further outbound prospecting activity is then required to those identified new ‘contacts’ to uncover / nurture a revenue opportunity for Sales.

Opportunity & Sales Pipeline progression

  • ADEs will be assigned opportunities to progress working as part of a ‘win-team’ with an Account Executive and Solution Consultant.
  • Activities will typically include re-engagement to understand any blockers / changes in the buying team / decision making process and / or any change in organisation priorities as well as nurturing additional relationships to move the opportunity forward.



  • This role will act as a‘ trusted advisor’ and build customer relationships via outbound telephone cold-calling and the use of email, social media and video engagement in order to penetrate target accounts
  • This role identifies key contacts and target accounts through Salesforce.com and desk-based research tools ie. Linkedin & Discoverorg.              
  • All lead generation activity & progress tracking & forecasting is tracked and managed within Salesforce.com and Outreach using the approved processes and tools.  ADEs provide weekly progress & forecasting updates in their 121s with their Manager.
    • ADEs qualify leads using the B2B BANT criteria ; Budget, Authority, Need, Timeline and against approved prospecting sequences within Outreach
    • Sales Qualified Leads [SQL] are approved and monitored for quality via our SQL Definition Process agreed with Sales.

Cadence / What it takes to excel:-

  • Meeting quarterly targets
  • Weekly 121s with their Manager to review progress and performance against their agreed, prioritised quarterly plan and forecasting run-rate against ADE tools
  • Meeting attendance [strategic touch points]
    • Weekly , monthly , quarterly ADE team meetings – their immediate , regional and global ADE Team
    • Weekly / bi-weekly sales meetings with their AEs for progress and strategic alignment updates
    • Bi-weekly marketing meetings with their regional field marketing teams for marketing campaign intelligence
  • Strong interpersonal and effective communication skills - verbal & written with the ability to listen and understand a prospects business challenges.
  • Ability to work unsupervised and within a team environment
  • Creative, can-do attitude when researching leads and cold-calling prospects
  • Ability to adapt in a fast-paced, high-growth tech environment.  Only constant is change
  • Strong organizational, planning and prioritization skills
  • Goal-oriented, positive, self-starter with strong analytical skills and a track record of autonomy, ownership and execution
  • Ability & desire for continuous learning in our ever-developing company and competitive global software landscape
  • Experience with Salesforce.com, Outreach, LinkedIn Sales Navigator & DiscoverOrg a plus.
  • Must speak Fluent Polish




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. Should you require accommodations during the selection process, please contact accomodationrequests@opentext.com).


Our growing team is mapping the future of Information Management, and we continue to make new discoveries that expand its boundaries. Join us and be part of a winning team, where the opportunities for your career are limitless. 

From its innovative start as a research project by University of Waterloo professors in 1991, OpenText has grown into a global company with offices in more than 35 countries. Our high- performance culture has forged our growth and is an excellent fit for people looking to push themselves to learn and do more.

It’s our time to lead, and as part of our team, it will be your time too. Our continued growth will provide you the opportunity to explore, learn and chart an exciting career path while enjoying a good work-life balance. 

If you thrive in a dynamic work environment, there is always a new horizon to explore. We are proud to offer excellent benefits, challenging work and competitive financial rewards. 

Our employee programs prioritize employees’ well-being and that of their families. We offer a comprehensive benefit plan, education assistance, a wellness/fitness reimbursement and time off to volunteer. 

Social events 
With offices around the world and flexible work arrangements, OpenText strives to make sure all our employees feel connected. Teamwork extends to our social lives too from local social events to company-wide activities, we want our employees to take time to relax and have fun.  

Corporate Citizenship  
Corporate Citizenship is more than a program for us, it is engrained in our purpose, impact, and approach to doing business. Through numerous volunteer initiatives, we support education and innovation for global change.

Explore your career and your potential. Become an OpenText Voyager.

Apply now »