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Senior Account Executive, IAM

Req id:  4239

Virtual, US


TAA: Pola Peres-LoBello 

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Do you get excited about innovation?  Are you looking to make an impact in the way the world's largest companies will do business in the future?OpenText is the leading global Enterprise Information Management company.  We offer reliable, innovative solutions to our customers as evidenced by our “leader” status in Gartner and Forrester Reports. Our culture fosters flexibility and hard work which provides a great work/life balance for our teams.

In a highly connected and remote working world, driving major program digital transformation initiatives varying from customer experience management to third party operational process automation are critical for an enterprise to stay resilient and position itself for growth.  This is where OpenText Cloud Identity Services becomes and essential platform for digital businesses. Our Cloud Identity services, and our API driven advanced identity service capabilities such as identity streaming , messaging and orchestration connects businesses, customers and partners in a secure and frictionless manner by serving as the Identity Fabric that secures and manages the contextual information access across users, applications and devices. Our customers take advantage of these capabilities to rapidly deploy password less, compliance oriented and integrated omni-channel experiences.

Our Identity team’s mission is to empower our customers in achieving these digital transformation challenges by offering them a full-value identity platform that support complex and tailored identity journeys.


The Role:  Senior Account Executive, IAM

Reporting to the leader of Identity Services, this is a strategic sales role to accelerate our reach to the Global 10,000 customer base. You will be tasked with driving sales within your region, working within a quarterly cycle.

We believe in building long lasting customer relationships. In order to achieve that goal, you will be a high performer who is highly experienced in consultative solution selling, collaborates with the extended OpenText sales support team, focuses on customer journey and identifies opportunities based on your previous experience. To be successful in this role, you will need to be passionate and with a driven mindset to pro-actively find opportunities and own them through successful conclusion.



  • Positions OpenText Cloud Identity Services as the choice for digital identity journey covering Third party (B2B) and Customer users within your assigned region
  • Creates, implements, measures and reviews a personal plan that drives achievement of performance goals aligned to the sales strategy
  • Relates our value proposition to the customer context and articulate them successfully to maximize value to the customer and drive opportunity growth within our Identity Services practice.
  • Ability to work remotely and engage the relevant internal stakeholders for customer interactions
  • Negotiate and closes strategic and complex Cloud Identity services enterprise contracts
  • Develops accounts utilizing a value selling approach and account planning
  • Meets prospecting and outreach goals such as account activation and lead generation
  • Works with marketing, account development teams and rest of the OpenText account executives to pursue qualified lead and cross-sell to achieve customer footprint expansion
  • Reports on sales activity and forecasts to senior management
  • Co-ordinates with the broader sales support and services team to position, prepare, review, respond and negotiate customer proposals
  • Actively identifies and pursues opportunities within your assigned region and accounts
  • Complies with all OpenText processes and policies
  • Captures and provides feedback to marketing, customer success, product management, and engineering teams


Customer Relationship:

  • Has experience selling to a broad set of customer stakeholders such as Identity architects, program managers, analysts, business unit level champions across purchasing, marketing, sales distribution, manufacturing etc.
  • Has established executive contacts with decision makers
  • Has a clear understanding related to sector specific compelling events to drive meaningful engagement with various customer stakeholders
  • Invests in continuously building relationships with the customers and prospects


Required Skills & Qualifications:

  • Successful record in Cloud subscription sales
  • Successful record in solution positioning and strategic selling 
  • Track record with multiple years of meeting or exceeding quota within the market
  • At least 10 years in solution sales with access to the relevant C Level contacts
  • Well researched and in-depth knowledge of key drivers within at least one industry
  • Understanding of the security/Identity market a plus





At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer.


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.

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