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Sr. Account Executive

Req id:  19045

Virtual, NZ

 

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. 

 

 

As an OpenText Enterprise Account Executive you are a high caliber, proven executive who possesses the ability to evangelize (sell the vision) the benefits of implementing globally recognized OpenText EIM portfolio to our customers. In doing so you will drive the sale of our EIM portfolio of solutions throughout our customers’ organization (their value chain).


Within your role you will be responsible for a number of Named Accounts that are existing customers who have already implemented at least one OpenText EIM solution component. Your function in these Named Accounts is to evangelize the associated benefits of implementing OpenText EIM ‘end to end’. To do this you need to understand your customer accounts by establishing key stakeholder relationships, conducting research specific to the customer’s business drivers, their value chain and testing your research/validating your research with your key stakeholder relationships within each customer.


With the validated information and utilizing OpenText ‘Impact tools and methodology’ you will create individual ‘Account and Opportunity Plans’ so that both you and internal OpenText stakeholders are able to understand a customer’s operating environment, political environment, information technology environment, procurement process for buying solution software and finally - feasibility requirements of intended EIM OpenText applications.


As an Enterprise Account Executive you demonstrate your leadership qualities by effectively leveraging/engaging with OpenText’s cross functional teams including sales management, technical services, legal services, customer support and our partner organization in the resulting complex EIM solution sale and implementation.


You will continuously expand your knowledge of the market OpenText addresses, our competitors and related industries as well as gaining an understanding of the industry drivers together with the trends that are impacting our customers, driving their businesses and buying decisions. In doing so you will add significant demonstrable value to yourself, your customers and OpenText.

 

The Enterprise Account Executive role is focused firmly on capturing profitable license revenue and identifying, developing, and maintaining long-term constructive and effective client relationships.

 

In this role, you will:

 

  • Successfully operate and interact at all levels within OpenText and those of our customers’ organization in the manner befitting an executive.
  • Achieve and exceed quarterly and annual revenue targets within the defined accounts, vertical or territory assigned to you, to ensure Open Text captures market share and profit goals.
  • Harness and develop a clear account strategy and introduce, together with the marketing team, clear promotional initiatives.
  • Identifying opportunities through analysis of Open Text’s current client base as well as potential new business and market drivers.
  • Gain and be able to demonstrate a strong understanding of your region/territory/allocated industry vertical, your allocated customer base as well as the customers’ business and their organization – with an informed view of their future direction in the marketplace.
  • Review complex customer requirements and feasibility of intended applications required software and adequacy of implementation plans for the customer’s needs.
  • Demonstrate your leadership and influencing abilities by effectively guiding cross-functional teams of technical, services, and partner personnel in the resulting complex enterprise software sale and implementation.
  • Develop and support the relationship between OpenText and your customers at multiple organizational levels, gathering information on customer business processes, critical success factors, and competitive standing to deliver value-added business solutions.
  • Build relationships with key decision-makers and influencers.
  • Actively collaborate with, engage, lead and motivate stakeholders within OpenText, e.g. Senior Managers, Professional Services, Solution Consulting, Legal Services, RFP & Proposal Services, Cloud team, and Customer Support – to advance and assist the sales process.

 

What it Takes.

 

  • The Account Executive must have a proven success record in developing and managing customer relationships together with driving outstanding sales results in the ANZ market.
  • The Account Executive must be proven within strategic sales at the executive level.
  • The Account Executive must have a minimum of five (5) years’ successful sales experience across Enterprise Software Solutions or a minimum of ten (10) years’ experience in business development across Enterprise Software Solutions.
  • The Account Executive must understand Enterprise Information Management (EIM), its application, and associated benefits.
  • The Account Executive must be able to evangelize solution concepts.
  • The Account Executive must have strong sales, marketing, and relationship management skills.
  • The Account Executive should understand Business Suite (ERP) concepts.

 

 

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).


OPENTEXT - THE INFORMATION COMPANY

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. 

Perks 
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. 

Benefits 
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.

Join OpenText today.

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