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Account Executive - Enterprise Sales

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OpenText

2mo ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    IT & Cybersecurity

AI generated summary

  • You need 8+ years in advanced sales, 3+ in product sales, proven quota achievement, customer engagement skills, industry expertise, and knowledge of IT trends and budgets.
  • You will capture leads, manage project processes, build client relationships, understand competitors, forecast sales, and collaborate with teams to drive enterprise sales opportunities.

Requirements

  • Typically, 8+ years of advanced sales experience with 3+ years of product sales in the desired specialty.
  • Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface.
  • May invest time working with external partners.
  • Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
  • May develop business plan in conjunction with customer.
  • Typically assigned higher than average quota.
  • Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
  • Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

Responsibilities

  • Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
  • Maintain knowledge of competitors in account to strategically position OpenText products and services better.
  • Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
  • Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
  • Development of quota objectives and future direction for defined product category.
  • Establish a professional, working, and consultative relationship with the client, 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.
  • May invest time working with and leveraging external partners to deliver sale.
  • Utilizes Siebel as an expert and accurately forecasts business.
  • Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.

FAQs

What is the primary market focus for the Account Executive position?

The primary market focus for the Account Executive position is the South India market, specifically targeting large BFSI (Banking, Financial Services, and Insurance) accounts.

What is the typical experience required for candidates applying for this position?

Candidates typically need 8+ years of advanced sales experience, with at least 3+ years of product sales in the desired specialty.

What qualities are essential for success in this role?

Essential qualities include the ability to build consultative relationships with clients, maintain industry expertise, drive proactive campaigns, and effectively collaborate with management and sales teams.

What tools or software should the candidate be familiar with for this role?

Candidates should be proficient in using Siebel for accurate business forecasting and pipeline management.

Is there an emphasis on working with external partners?

Yes, the role may involve investing time in working with and leveraging external partners to deliver sales.

What level of customer interaction is expected in this position?

A significant percentage of time will be spent directly with customers, involving interaction with all levels, including C-level executives in mid-to-large accounts.

Are there opportunities for professional development in this role?

Yes, OpenText fosters an environment that encourages collaboration, innovation, and personal growth, providing opportunities for professional development.

What is the company’s stance on diversity and inclusion?

OpenText is committed to building an inclusive work environment that respects and values diversity, going beyond compliance with applicable laws.

How do candidates apply for reasonable accommodations during the recruitment process?

Candidates can request assistance or a reasonable accommodation due to a disability during the application or recruiting process by contacting hr@opentext.com.

Is there a specific focus on maintaining knowledge of industry trends?

Yes, candidates are expected to maintain expertise on industry trends, associated solutions, and key partner/ISV solutions relevant to the role.

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OpenText

Technology
Industry
10,001+
Employees

Mission & Purpose

OpenText is a world leader in Information Management, helping companies securely capture, govern and exchange information on a global scale. OpenText solves digital business challenges for customers, ranging from small and mid-sized businesses to the largest and most complex organizations in the world.