Sr. 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 IT operations with testing, quality, and AI-powered automation.

Your Impact:
Are you looking for a rewarding career in the field of ITOM? Micro Focus (now an OpenText company) is seeking a highly motivated Sales professional to join our ITOM Sales team. In this role, you will have the opportunity to work with cutting-edge technologies and help our clients optimize and automate IT operations with OpenText ITOM 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 ITOM 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.

What the role offers:

• Developing a long-term sales pipeline to increase the company's market share in specialized areas.
• Capturing leads outside of specialization and using 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 beyond.
• Establishing 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.
• Maintaining knowledge of competitors in accounts to strategically position the company's products and services better.
• Developing 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.
• Compensation 300K/OTE depednng on your skills and experience.

What you need to succeed:

• At least 5 years of sales experience selling consulting services to enterprise customers.
• Understanding of the industry and market segment in which key accounts are situated and the ability to integrate this knowledge into consultative selling.
• Account planning and accurate revenue forecasting skills.
• Strong knowledge of ITOM solutions and services, especially Micro Focus', as well as the IT operations 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.
• Collaboration with the management, channel team, and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivating and maintaining positive relationships with customers to ensure account retention & growth.
• Developing a comprehensive knowledge of products and service offerings as well as competitor offerings.
• Effective partnering with the Professional Services account team to build an effective account plan and strategy to drive incremental revenue in accounts.
• Knowledge of ITOM, DevOps, and enterprise IT environments.

Education and Applicable Experience Required:

• University or bachelor's degree; directly related previous work experience.
• Demonstrated achievement of progressively higher quotas, diversity of business customers, and higher-level customer interfaces.
• Extensive selling experience within the 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.

One Last Thing:
OpenText is more than just a corporation-it's a global community where trust is foundational, the bar is raised, and outcomes are owned. As an OpenText Account Executive, you drive digital transformation for global clients, solving complex business challenges and accelerating their journey to the cloud. Your consultative expertise and success in complex sales cycles contribute directly to business growth, earning you a competitive compensation package that recognizes your substantial impact in shaping the digital enterprise landscape.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.

If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.