Sr. Manager, Sales

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.  

Sr. Manager Sales, EMEA

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. Our customers entrust us with their most important information, we need to be their most trusted partner. What we do, we do well. What we create, we do purposefully to impact the world. If you believe in this and are passionate about enabling the Digital World then let OpenText turn your career vision into reality.

We are looking for a high-energy, driven Sr. Manager Sales with solid technology B2B sales experience.  Reporting into the VP of Sales EMEA & APAC, the selected candidate will lead and manage the regional sales organization for the SMBC Sales team. Accountable for growing this software business and achieving region revenue, bookings, gross margin, market penetration, installed base retention, and cost control objectives.

You are great at: 

• Drives and supports BU business models, go-to-market strategies, and sales/marketing initiatives for regional effectiveness.
• Ensures optimal and increased account coverage through direct and partner sales resources.
• Develops and grows sales people and management to ensure maximum productivity and to ensure qualified sales talent base that is ready and able to support future growth.
• Supports sales leadership and front-line sales in developing key and/or difficult account opportunities.
• Sales Team Management
  • Developing the Sales team through coaching, feedback and personal development. Monitoring and reviewing their individual performance and ensuring feedback is provided in a fair and timely manner to permit further growth;
  • Motivate and inspire the Sales team to not just achieve targets but to actively exceed them;
  • Ensure that members of the Sales Team have clear objectives and targets so that there is clear communication and understanding of what is required of them;
  • Take timely action where underperformance is evident by ensuring Performance Improvement Plans are implemented and additional training and support is provided to address the concern.
  • Overseeing the Direct/Channel Sales process, ensuring that the required resources are focused and aligned to the core Key Performance Indicators and strategy;
  • Be the Voice of regional sales team.
  • Communicate and collaborate with Finance, Support, Operations, Product Management and OT Senior Management on all Sales related issues for EMEA.
• Sales Operations
  • Ensure that all Sales Opportunities are entered, tracked and worked within Salesforce.com and that all notes are to a high quality standard at all times;
  • Development of the Sales Reporting from Salesforce so that there is accurate and clear reporting at all times of the opportunities for EMEA;
  • Develop and implement continuous process improvement to ensure customer satisfaction and company efficiency is maintained at a high standard;
  • Providing and developing sales forecasting models for the region and ensuring that performance is tracked against the submitted quarterly forecast. Regular communication of the performance vs forecast is required at all times.

What it takes:

• 7+ years’ experience in a Management role preferably in the software industry
• 5+ years B2B sales experience
• Demonstrated ability to build and lead a high performing team while working independently and taking initiative
• Proven track record of quota over-achievement
• Demonstrated success with new business development / account penetration
• Relationship management expertise with proven ability to retain and grow accounts
• Excellent communication skills
• Strong financial and analytical skills
• Experience selling across EMEA preferred
• Security sales experience

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