Account Executive, OEM

OPENTEXT

 

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

 

 

OPENTEXT OEM

Our global OEM Consulting team enables the digital transformation of our customers to embed products and provides them with solution options across the entire range of enterprise information management capabilities (EIM). Our team develops C-level access at some of the largest software, ISV, and hardware companies in the world and excels at selling solutions that are sophisticated, secure, high-value, and cost-effective – onsite, via mobile devices, private cloud, or in the cloud. The OEM organization creates royalty agreements as a function of the volume, value and quantity of product functionality delivered. Delivery models include on-premise, and hosted customer access models.  Use of the OpenText products is limited to the products provided by the OEM partner and may not be extended to other applications or data sources without direct involvement by OEM Sales.

 

YOUR IMPACT

 

As an OEM Account Executive at Open Text you help customers use information management solutions to go to market faster and be more efficient in an increasingly Digital World. You are part of a global team of highly skilled and entrepreneurial professionals who understand that their customers are experiencing unprecedented change.

This Sales Athlete will cover a Western United States Territory selling OpenText Software to enterprise software and hardware companies. Information Management is the core of the OEM Market and OpenText is used by some of the most data-intensive enterprises in the world like Bay Area companies VMWare, Intuit, Fujitsu, ORACLE, and Google for real-time, scalable, advanced information management and analytics. OpenText is also embedded into over a 100+ software solutions from the likes of Accenture, Fiserv, Cerner. We are looking for a savvy, Sales Leader that has a track record of quantifiable success (consistent quota over-achievement) in a complex sale. This is a consultative sale to an enterprise software and/or hardware company. The ability to quickly understand a customer’s solution, its limitations, legacy technology and future requirements and can articulate how OpenText's speed, capture, content, scale and analytics add transformative big data/analytical value is essential. Previous experience selling enterprise information management solutions or vertically specific solutions in GSI, hyper scaling, Marketing, IoT, and/or enterprise software is desired. Relationships at Salesforce, Workday, Dell, Accenture and TCS (as a sample set of the target market) is ideal.

You are comfortable with complex sales cycles. Your track record of successful attainment of your targets will be rewarded with one of the most competitive compensation packages in the industry.

 

WHAT THE ROLE OFFERS

 

Consultative selling and intensely listening to your customers.

Preparing comprehensive territory plans.

Skillfully executing each phase of the sales process from pipeline generation to closing the deal.

Masterful client presentations and running effective meetings.

Clearly articulating the value proposition of solutions and products and the endless possibilities of the digital enterprise to your customers.

Previous experience selling capture and content management, analytical solutions or customer communication solutions in Software, Business Process Management, ERP/CRM, and/or Healthcare is desired. 

Developing relationships with Product Managers, CTOs, VP of Engineers, Solutions Architects within enterprise software and hardware companies is ideal.

 

WHAT YOU NEED TO SUCCEED

 

You have a track record of at least five years of B2B selling across the Enterprise.

You have experience working in a consultative capacity with C-level customers on complex cloud-based, on-premises or hybrid solutions.

You have expert knowledge of product rebranding and go to market strategies of third party product integration and embedded technologies.

You deploy advanced sales methodologies and tools to achieve and exceed your targets.

Whether it’s the challenge of developing new accounts or finding untapped opportunities in your existing client base, the opportunity to grow our business is what drives your efforts every day.

The ideal candidate will also take advantage or regional events – trade shows, webinars, user group conferences to build their business.

You are intellectually curious, e