Note: The job is a remote job and is open to candidates in USA. OpenText is a global leader in information management and provides software solutions and services for digital transformation, application delivery, testing, quality, and AI-powered automation. The Account Executive will join the DevOps Cloud Enterprise sales team to build territory pipeline, prospect, qualify, negotiate, and close opportunities with new and existing enterprise accounts while developing customer and partner relationships.
Responsibilities
- Developing a long-term sales pipeline to increase the company's market share in specialized areas
- Capturing leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up
- Using your expertise to seek out new opportunities for value by expanding and enhancing existing opportunities
- Working with new and existing customers to set the direction for business development and solution replication
- Developing and owning relationships with the Micro Focus client base and wider
- Establish a professional, working, and consultative, relationship with clients, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry
- Maintain knowledge of competitors in accounts to strategically position the company’s products and services better
- Development of quota objectives and future direction for defined product category
- Exceeding a typical quota of $3M
- Investing time to know & grow your external ecosystem, by leveraging partner relationships to expand reach into accounts
Skills
- At least 5 years of sales experience selling consulting services to enterprise customers
- Understand the industry and market segment in which key accounts are situated and integrate this knowledge into consultative selling
- Account planning and accurate revenue forecasting skills
- Strong knowledge of application delivery lifecycle solutions and services, especially Micro Focus', as well as the software development landscape
- Consultative solutions selling and business development skills to align the client's business needs with solutions
- Initiative and leadership to drive solution sales in accounts - prospecting, negotiating, and closing deals
- Collaborate with the management, channel team and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities
- Cultivate and maintain positive relationships with customers to ensure account retention & growth
- Develop a comprehensive knowledge of products and service offerings as well as competitor's offerings
- Effective partnering with Professional Services account team to build an effective account plan and strategy to drive incremental revenue in account
- Knowledge of application delivery, DevOps, and environments
- University or bachelor's degree; directly related previous work experience
- Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface
- Extensive selling experience within industry and on similar products
- Typically, 8-12 years of advanced sales experience
- Project management skills
- 2-3 years of product sales in the desired specialty
Benefits
- Variable and commission compensation opportunities for eligible roles
- Vacation entitlement
- Paid time off
- A thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing
- Virtual work arrangement
Company Overview