Regional Vice President, Sales, Legal Tech

 

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. 

 

 

Regional Vice President of Enterprise Legal Tech North America

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. 

OpenText Legal Tech business unit provides the information advantage to corporations and law firms, delivering speed to facts, reduced legal risk and improved outcomes with industry leading AI complemented by trusted expertise and superior services.

Our North America Enterprise Legal Tech team enables the digital transformation of our customers and provides solutions across the entire end to end EDRM process. Our team is provided with C-level access at some of the largest companies in the world and excels at selling Legal Tech AI solutions that are unique and address pervasive Corporate Legal and law firms’ business challenges on premise or in the cloud. 

 

The Opportunity: 

We are looking for a high-energy, driven Regional Vice President of Sales with solid technology business-to-business sales experience.  The selected candidate will lead and manage the North American Legal Tech sales organization in acquisition of new customers and retention and growth in the install base. Accountable for growing Subscription, License and pay per use revenue streams, and achieving North American revenue targets while meeting cost control objectives.

Drives and supports BU business models, go-to-market strategies, and sales/marketing initiatives to maximize Sales’ effectiveness. Ensures optimal and increased account coverage through direct sales resources. Develops and grows salespeople and sales management to ensure maximum productivity and sales talent base that supports revenue growth. Supports sales leadership in all strategic initiatives.

Achieve License, Subscription, On Demand and Cloud Revenue targets. Deliver North America’s License, Subscription, Cloud revenue and OnDemand Bookings.  Grow the business and increase market share. Manages cost items and discretionary spend, including travel, to specified targets.

Build and Manage a Robust Sales Pipeline. Build a pipeline sufficient to consistently deliver on quarterly and annual bookings and revenue targets. Define and execute Legal Tech sales plays that grow install base and generate new logo opportunities. Develop a prospecting and hunting- culture. Maintain requested reporting and regular opportunity inspections, to ensure accurate pipeline.

Develop & Deploy Sales Coverage. Works with sales operations to define coverage strategy and deploy the optimal sales coverage model, given field selling cost targets. This includes defining the right number and mix of hunters and farmers. This also includes defining territory assignments that comprehend geographic and industry vertical opportunities and objectives.

Implement Effective Sales Management Processes. Develop and deploy effective sales management and operational practices. Forecast accurately. Coordinate all sales activities in the area-of-control. Builds long-term growth opportunities using an Account Business Planning process. Define, implement and manage processes for pipeline management, forecasting, strategic account development and performance management. Establish sales activity targets for such things as face-to-face call frequency, Account Executives work product generation activity, proposal activity, prospect calling, pipeline size and deal closure.

Develop Customer Opportunities. Coach and support sales teams and leadership in developing key and/or difficult account opportunities. Build lasting, consultative relationships with C-level executives in customer accounts. Represent OpenText in Global accounts with cultural sensitivity and business maturity.

Sales Organization Building and Development. Recruit high-caliber talent, define optimal team structure, and provide meaningful input to compensation plans. Keeps territories filled and ensures optimal sales capacity, within budget constraints. Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth. Implementation of master pipeline management. Develops the consultative, solution selling capability in their organization so that sales personnel can deliver compelling business cases that differentiate and highlight the value of OpenText’s broad portfolio.

Advocate for the Business. Work with internal and