Sr. Account Executive - Software Sales @ Opentext

Your Impact:

Account executives are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with cross functional teams- Channels, Pre Sales, Professional Services, Marketing to drive proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. Covers a designated geography to drive new business as well as manage and grow existing accounts.

What the Role Offers:

• Develops long term sales pipeline to increase the company's market share in specialized area.
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Set direction for business development and solution replication.
• Creates and grows reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts.
• Establish a professional, working, and consultative, relationship with the client, 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 and use overall cross-portfolio knowledge to demonstrate the value of the Opentext portfolio.
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

What you Need to Succeed:

• Directly related previous work experience.
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in given field by company and customer.
• Considered a mentor of selling strategy, including designing strategy.
• Typically 14+ years of related sales experience.

Knowledge and Skills:

• Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Uses expertise specialty, value based selling and business case development to align the client's business needs with our solution.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Balance strategic and tactical pursuits to optimize account / territory coverage and achieve quarterly / yearly targets.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
• Works collaboratively with internal teams to build an effective account plan and strategy to drive incremental revenue in the account.
• Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
• Understands the leverage of services as part of strategic portfolio and promotes services as part of all strategic opportunities.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
• Achieving Quarterly and Full Year Targets
• Relationship Building
• Collaboration
• Influencing & Motivating
• Customer Centric
• Value Selling
• Sales Pitching