Director, Mid-Market Sales - Business Network

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. 

THE OPPORTUNITY:

We are looking for a high-energy, results-driven Sales Director with solid technology and B2B experience. The selected candidate will be responsible for leading a team of ten Account focused on selling OpenText Business Network portfolio into Mid-Market commercial markets. Sales accountability includes Cloud and services.

The candidate will be accountable for growing this cloud business and achieving region revenue, bookings, gross margin, market penetration, installed base retention, and cost control objectives.

The candidate will drive and support BU business models, go-to-market strategies, and sales/marketing initiatives for regional effectiveness. The candidate will ensure optimal and increased account coverage through direct and partner sales resources, when applicable. The candidate will develop and grow salespeople to ensure a maximum productivity and to ensure qualified sales talent base that is ready and able to support future growth.

The candidate will support sales leadership in developing key and/or difficult account opportunities.

YOU ARE GREAT AT:

- Attracting, engaging and retaining a team of high performing Account Executives.
- Developing the skills of senior sales people across multiple regions and multiple industries.
- Understanding the modus operandi of large, complex, international accounts
- Defining and developing strong executive relationships with senior stakeholders at key customers.
- Building and executing strategic account plans that are centered around growth, customer success and satisfaction and value.
- Leading and directing a team of sales professionals who are able to meet and exceed quarterly and annual sales quota targets.
- Understanding how to build a credible pipeline for success
- Managing complex solution sales through the entire cycle from early discovery meetings through technical reviews, creation of SoW’s and negotiating commercial agreements.
- Develop, implement, and measure regional sales strategies and plans complete with accurate forecasts.
- Assisting in sales efforts, legal contracting, and in resolving customer issues.
- Providing ongoing feedback and coaching and host regularly scheduled performance reviews.
- Participating in various headquarter / regional planning and training activities.

WHAT IT TAKES:

- Bachelor’s Degree or similar
- Significant experience in managing large complex customers and sales individuals who are comfortable working on a single account.
- A deep knowledge of the B2B Integration / Supply Chain digitization market, its competitors, partners and related industries.
- A proven ability to meet or exceed regional sales targets.
- A passion for leading a team and a demonstrated ability to drive results through others.
- Strong business acumen and an ability to manage strategic plans with partner and company executives.
- Ability to analyze complex situations and employ creative and effective decision making to solve problems / achieve results.
- Knowledge of accounts and connections within key accounts within the region is considered an asset.

- A willingness to travel within assigned territory.

Estimated Base Salary $147,000 - $184,000 USD

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.