Senior Account Executive

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 - THE INFORMATION COMPANY

As the Information Company, our mission at Micro Focus, an OpenText company, 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 accelerating application delivery with testing, quality, and AI-powered automation.

 

The Opportunity:

 

Are you looking for a rewarding career in the field of application delivery? Micro Focus (now an OpenText company) is seeking a highly motivated Sales professional to join our DevOps Cloud Sales team.  In this role, you will have the opportunity to work with cutting-edge technologies and help our clients deliver more and better software with OpenText application delivery management solutions.  If you have a passion for technology and a desire to help clients achieve their business goals, we encourage you to apply for this exciting opportunity.

 

We are in search of someone to join our DevOps Cloud (formally Application Delivery Management) Enterprise sales team in the United States, National territory. This Account Executive (AE) role has a proven track record of building a territory, from a base of accounts. You would be driving proactive campaigns to build pipeline, using specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities with both new and existing accounts.

 

You’re great at:

 

• 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.

 

What It Takes:

• 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.

 

Education and Applicable Experience Required:

• 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