Location: Bay Area, CA
OpenText Enterprise Information Management (EIM) technologies and business solutions allow organizations to take full advantage of enterprise information to gain better business insight, capitalize on opportunities to positively impact the business, improve process velocity, reduce risks related to information governance, and protect sensitive information and intellectual property from internal leaks and external threats. With growing volumes and a host of formats to manage and leverage, organizations need to bring structure to the unstructured. By doing so, they will be unleashing the power of information to drive faster decision making, improved agility, strong security policies, and an increased ability to both exploit the opportunities and control the risks of enterprise information.
OpenText provides solutions across the entire range of core EIM capabilities – sophisticated, secure, high-value, and cost-effective – onsite, via mobile devices, private cloud, or in the cloud.
The Senior Account Executive is responsible for meeting or exceeding assigned sales objectives and quotas, maintaining existing customers and building new revenue streams through the expansion and growth of the business relationships within current and new clients. This includes working with customers to understand and identify their strategic vision, objectives and needs while aligning our products and services where opportunities exist. Through strong business acumen this role will demonstrate a solid understanding of the industry drivers and trends that are impacting our customers and driving their business and buying decisions. The Senior Account Executive is well versed in developing and supporting the relationship between Open Text and customers at multiple organizational levels, and possesses the ability to gather information on customer business processes, critical success factors, and competitive standing to deliver value-added business solutions.
Essential Duties and Responsibilities
-Accountable for meeting or exceeding assigned sales objectives on a monthly and annual basis.
-Develop an annual business plan updated on a quarterly basis, including plans by product, geography and action plans to capitalize on new opportunities.
-Develop and manage sales funnel to analyze and manage pipeline activity and monitor sales activity against assigned quotas.
-Maintains both tangible near term actions and longer term strategic direction to increase growth and sustainable revenues.
-Thoroughly understands and significantly influences the customer’s decision-making process and leads the customer to positive decisions.
-Develop articulate value propositions, and execute in the field.
Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations.
-Ongoing coordination with all Open Text teams (solutions, marketing, engineering, operations, legal, sales and finance) to identify opportunities and ensure alignment of department objectives.
Acquire and integrate industry knowledge related to general trends, emerging technologies, & competitors.
-Maintain contact with the customer, resolve problems, and seek additional opportunities to meet needs.
-Perform sales presentations to match Open Text products with identified needs.
-Provide timely and accurate business volume forecasts and other reports.
-Participates in various headquarter/regional planning and training activities.
-Maintain a mastery of segment, products and industry applications.
Manage personal expenses in line with Open Text expense policies.
-Other duties as assigned.
- 5 - 8 year's enterprise software sales experience.
- 3 year's experience in effectively leading a cross functional team of technical, services and partner personnel in a complex enterprise software sale and implementation.
-Prior W2 in excess of $225K over multiple years.
-Proven hunter and farmer background (i.e., sold initial departmental opportunities as well as seven figure multi-level enterprise transactions).
-Strong evidence of self-sufficiency – creating and working a plan to drive revenue from assigned territory.
-Demonstrated history of developing their own pipeline equal to 3X their quota.
-Possess the ability to sell technology or a vision of a solution that a customer used to build a solution.
-Demonstrated leadership, communication and interpersonal skills and abilities.
-Demonstrated strong business acumen and capable of developing and managing strategic plans with partner and company executives.
-Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results.
-Ability to excel in a team environment which emphasizes total cooperation and mutual respect.
-Ability to present to both small and large audiences.
-Outstanding written/verbal communication skills and excellent negotiating skills.
-2 years on average per job in career.
-Knowledge of the Enterprise Content Management market space, competitors and related industries.
-Demonstrated ability to drive results through others.
-Travel within assigned territory is required. (Location TBD)
OpenText is an equal opportunity employer that hires and attracts talent regardless of race, religious creed, color, national origin, ancestry, physical disability, mental disability, medical condition, marital status, sex, age, veteran status, or sexual orientation. At OpenText we acknowledge, value and respect diversity. We draw on diversity of thought and experience to reflect the rich array of cultures representing our broad global customer base.
As a technology company, we can only be as good as the people who are part of our team. To that end, we seek talent with diversity of life experiences and perspectives from around the world!
If you may require accommodation in completing the application process please email firstname.lastname@example.org or call our toll free number 877-201-7127.
If you are contacted regarding this position, please advise the interview coordinator of accommodation measures you may require during our selection process. Information received relating to accommodation needs of applicants will be addressed confidentially.
Enabling Digital World Careers
OpenText enables the digital world as the global leader in Enterprise Information Management, both on...