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Sr. Account Executive - Digital Experience (m/f/x)

Req id:  38766

Virtual, DE



As the world's leading provider of software-based solutions for enterprise information management (EIM), OpenText offers a comprehensive portfolio of products, services, and cloud services for the intelligent and networked enterprise. We help our more than 120,000 customers worldwide digitize data and processes and use analytics and artificial intelligence to gain deeper insight into business processes to make the right business decisions.



Senior Account Executive, Customer Experience Management 


Position Summary:
OpenText enables the digital world as the global leader in Enterprise Information Management, both on premises or in the cloud. We embrace all things digital and are committed to being the Best Place to Work for our Employees in over 140 locations around the world. We obsess over our customers to ensure they are wildly successful in embracing the Digital World.

Customer Experience Management (CEM) is the new marketing battleground. In fact 89% of companies plan to make Customer Experience their number one area of competition by next year.  Upgrading customer experience capabilities helps companies to unlock new revenue streams and bolster existing ones, attract and retain customers, and reach new segments—all while driving higher conversion and engagement. OpenText’s rich portfolio of Web Content Management, Digital Asset Management, Customer Communication Management, and Workforce Optimization solutions offer exciting and compelling ways to address customer needs in this area. 

We are currently looking for a high-energy, driven Account Executive with solid technology business-to-business sales experience.  This role will focus on Opentext CEM into Germany, the industry leader in Customer Communications, Web Content Management-Digital Asset and Media Management, Workforce Optimization]  category.

As a Account Executive you will be selling to our top accounts and prospects.  You will execute on an account plan to deliver maximum revenue, manage complete and complex sales-cycles often presenting to C-level executives the value of our full suite of capabilities.  You will evangelize the OpenText CEM vision through Solution Value demonstrations, in-market events, and account specific initiatives all while forecasting sales activity and revenue achievement and creating satisfied customers.

This role will report to the Germany Sales Director.   



Job Description:
Driving sales of the OpenText Customer Experience Management software, License and SaaS, maintenance, and services.  Accountable for growing this enterprise software business and achieving revenue targets.  Utilizes OpenText software sales process and methodology to manage complex sales pursuits.  Leverages partners and existing customers in territory to support sales efforts.  Manages large complex relationships with our most strategic prospects and customers.  Adheres to all OpenText policies, standards and procedures in the performance of job duties.  Meets sales quota as well as other metrics used to manage the business.


•    Deliver the sales revenue plan. Achieve or exceed sales quotas for license, SaaS, maintenance, and services. Grow the business and increase OpenText market share. Responsibly manage costs and discretionary spend, including travel. 
•    Build and Manage 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.  
•    Develop and support a Partner Eco-system. 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.
•    Build 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.

Education and Experience Required
•    University or Bachelor’s degree
•    5-8 years of enterprise software sales experience. 
•    5+ years of experience calling on IT and Business executives in some combination of the financial, insurance, banking, healthcare payer, utility or other verticals
•    Demonstrated results in growing a business or expanding a market
•    Proven Track Record of Enterprise Software Sales Success: Successful track record of selling and delivering sales performance. Consistently high performance from year to year is key.  
•    New Business Development. Demonstrated ability to find or create new logo opportunities. Proven ability to grow a robust pipeline of sales opportunities. 
•    Solution / Offering Knowledge & Expertise: Understands or able to quickly understand the Customer Experience Management business and related solutions. Can distill out and clearly articulate value proposition for what OpenText does well. Approaches selling from a business solution perspective to ensure that OpenText products and services accurately address the client’s true business need in terms of type, scope, level
•    Industry Knowledge & Expertise: Understands market landscape, industry trends and has relationships with key influencers. Scope includes competitors, partners, consultants, trade organizations, and major customers. Effective and credible with industry leaders when engaged.

Personal Attributes and Behaviors
•    Personal Strength & Maturity: Openness to change; takes responsibility for difficult decisions and for mistakes; evokes confidence in those working with him/her; personal consistency.
•    Passion & Personal Drive: Unwavering commitment and determination to do what is necessary to ensure business success; genuine and deep concern for customers, our people, and the business; constantly and creatively thinking about the business; proven work ethic; self-starter/self-motivator
•    Bridge Building Skills: Bridge builder; positive and constructive influence on any team person is a part of; able to lead in a cross-functional team; people and team oriented; invests time in getting to know people in own organization and stakeholder orgs (up, down, and across).
•    Open & Honest Communication: Strong personal communication skills; able to talk about challenges and difficulties openly; non-threatening in communication; not defensive in communications; able to participate in and/or initiate "crucial conversations."
•    Principles, Value & Personal Integrity: Demonstrates ethical behavior, personal integrity and character; trustworthy - keeps confidences and doesn't gossip; leads by example - walks the talk; Invests in personal development and growth. Values and promotes diversity.
•    Problem Solving Approach: Approaches problems in a rational, fact-based manner using analysis and structured problem-solving tools that ensure comprehensive understanding and effective resolution. 



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

Roles requiring a significant amount of trust may require criminal history verification. Please ask your Talent Acquisition Advisor for more information if you have any questions. 

OpenText does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract and a signed search assignment between Open Text and the recruitment agency or party requesting payment of a fee.

We believe that our values are the compass that steers us in the right direction and helps us stay true to our mission. These values will not only guide our everyday decisions but also influence our strategic direction and the way we work. They reflect who we are as individuals and as a collective force, uniting us in our shared purpose. 

We create economic growth that is inclusive and sustainable. 

The world’s most trusted companies trust OpenText, and we demonstrate this in our actions as individuals, as a company, and as technology. 

We build global communities of purpose and challenge by supporting each other to exceed expectations and solve complex problems. 

We set high standards and exceptions, to learn, to be better. 

We tap into our creativity to deliver incredible experiences for customers, to ourselves, and for our planet. 

We believe a workplace should be human above all else. We ask excellence of our employees and reward it by creating an environment that is welcoming, challenging and that encourages real growth and development, not empty platitudes, or trinkets.” - Mark Barrenechea, CEO & CTO

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