Sr. Director, Account Development

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

The Senior Director, Americas Account Development will report to the Vice President, Global Account Development, leading a direct team of 10 managers with leadership responsibility for ~70 Account Development Executive individual contributors. They will manage and oversee the hiring, onboarding, coaching, development, performance, and retention of this regional team. This includes the qualification and development of inbound leads, as well as strategic outbound prospecting into a named account Sales structure with a focus on net new business. They will be responsible for driving all AD programs in working with Sales, Campaigns & Field Marketing for the Americas and will be the central point of contact for the Account Development function regarding process, strategy, programs and quota achievement. They will work with respective internal groups to identify and manage required training and support for the Account Development Reps to ensure that business goals are achieved.

You Are Great At
 

The Senior Director, Account Development is the senior leader for the regional Americas team. The successful candidate will have extensive experience managing large teams in a complex technology selling environment.  Professional experience and achievements must show demonstrable success in driving productivity and growth to support pipeline creation and revenue conversion in an outbound “hunter” model, with an emphasis on the following:

• Developing, executing, and measuring a strategy to achieve performance goals
• Implementing processes and tools to drive automation and resource effectiveness
• Leveraging AI and prospect data to create a relevant customer experience that drives high engagement and revenue conversion
• Achieving consistent, balanced performance across the team
• Partnering with Sales & Marketing leadership and relevant stakeholders regularly regarding business objectives and performance milestones
• Identifying, leading & owning growth initiatives for the business
• Creating an internal career path for individual contributors and managers who excel at their role and desire to grow professionally
• Presenting performance and strategy updates to a broad base of stakeholders from ELT to Sales to IT
• Staying on top of industry best practices and ensuring teams, processes and tools are optimized for success
• Conducting weekly 1:1s and regular performance reviews with direct reports to set goals, discuss progress, and coach on development areas; responsibility for all aspects of performance management
• Participating in skip-level reviews with frontline ADEs to learn how our customers and prospects are interacting with us; analyze trends and develop actions to support

What It Takes

A qualified candidate should have the following skills and knowledge:

• 10+ years of relevant leadership experience in a technology-based outbound pre-sales (SDR) or Inside Sales environment with a focus on Enterprise-level accounts
• Software and Cloud experience
• Strong leadership, coaching and development skills
• Strong analytical thinking and problem-solving skills
• Excellent oral and written communication skills
• Strong organization and time management skills
• Adaptable to a fast-paced, technology-driven environment
• Experience with Microsoft Office, Salesforce.com, Outreach, LinkedIn Sales Navigator, DiscoverOrg, Vidyard, Level Eleven, social selling

At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of sex, national origin, disability, or race. If you require accommodation at any time during the recruitment process, please email accommodationrequests@opentext.com.