Sr. Account Executive

OPENTEXT - THE INFORMATION COMPANY

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. 

OPENTEXT - THE INFORMATION COMPANY
OpenText Enterprise Information Management (EIM) technologies and business solutions allow organizations to take full advantage of enterprise information to gain better business insight, capitalize on opportunities to positively impact the business, improve process velocity, reduce risks related to information governance, and protect sensitive information and intellectual property from internal leaks and external threats. With growing volumes and a host of formats to manage and leverage, organizations need to bring structure to the unstructured. By doing so, they will be unleashing the power of information to drive faster decision making, improved agility, strong security policies, and an increased ability to both exploit the opportunities and control the risks of enterprise information.

Specifically, this role resides in the OpenText™ Business Network team (https://businessnetwork.opentext.com/ ). The Opentext Business Network is a premier cloud platform that securely connects data with people, systems and things within the enterprise and outside the firewall to streamline business processes and deliver new insights to offer an information advantage.

POSITION OVERVIEW

The role is Account Executive of Business Network based in [Country] and reporting to the RVP Business Ecosystems, APAC

ROLES & RESPONSIBILITIES

• As the field sales executive, to identify, lead and close new sales opportunities across the B2B product portfolio and the ODM product portfolio, with a primary focus on selling B2B (EDI), Covisint (IoT, IAM) and A2A Integration products.
• Delivering the sales revenue plan. Achieve or exceed sales quotas for license, SaaS, maintenance, and services. Grow the business and increase market share. Responsibly manage costs and discretionary spend, including travel.
• Building and Managing a Robust Sales Pipeline. Build a pipeline sufficient to consistently deliver on quarterly and annual booking and revenue targets. Define and execute *sales plays- that grow the base and generate new logo opportunities. Develop a prospecting and *hunting- culture. Maintain requested reporting and regular opportunity inspection, to ensure accurate pipeline.
• Forecast Accurately. Consistently deliver on quarterly forecast commitments.
• Where applicable, in partnership with the alliance and partner manager, develop a network of alliance and channel partners that expand our market coverage and enhance the completeness and strength of our portfolio and value proposition.
• Building Our Brand. Build lasting, consultative relationships with C-level executives in customer accounts. Engage global business unit sales teams (e.g., specialists, channel partners, and alliance partners) to fully leverage all of OpenText’s products and technology offerings. Represent OpenText on global accounts with the cultural sensitivity and business maturity. Build and demonstrate in depth knowledge of the market, competition and customer requirements. Provide external leadership to industry, community, press.
• Maintain post sales contact on a regular basis for a cross-sell and up-sell the solutions and services for customer satisfaction
• Escalate issues to appropriate department and maintain ownership until issues are resolved
• Keeps abreast of OT BN offerings and relating the services to the customer’s needs
• Maintain ongoing follow through and follow-up to customers “Go-To” person

SKILLS & QUALIFICATIONS

• Degree holder with minimum 6 years of sales and customer management experience, with at least 2 years selling solutions such as B2B (EDI), IoT, IAM (Identify Access Management) and/or Application integration solutions and/or Enterprises Integration Technologies in e-Commerce. Also, of interest is experience in selling software services into procurement, supply chain, treasury departments of large enterprises.
• Strong experience with knowledge of key industries; being Financial Services, Retails/Distribution, Manufacturing, CPG, Pharma or Logistic would be an advantage
• Experience working in a consultative capacity with C-level customers on complex cloud-based, on premises or hybrid solutions
• Strong organizational skills, result-driven, customer-orientated and details-orientated
• Deploy advanced sales methodologies and tools to achieve and exceed sales targets
• Able to work both independently and as a team player with good interpersonal and communication skills
• Excellent command of both spoken and written [Local language where applicable] and English

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 accommodationrequests@opentext.com.