Senior Account Executive, OpenText
Channels
$106.8-175.4k
+ Variable + Commission
Information management for enterprises
Be an early applicant
Information management for enterprises
1001+ employees
Be an early applicant
$106.8-175.4k
+ Variable + Commission
1001+ employees
Company mission
To enable intelligent and connected enterprises by managing, leveraging, securing and gaining insight into enterprise information, on-premises or in the cloud.
Role
Who you are
- Minimum of 7 years of sales/account management experience, preferably in the SaaS industry
- Track record of proven success achieving sales targets and driving sales growth
- Outstanding presentation and communication skills, both written and verbal
- Demonstrated knowledge of managing pipelines, lead generation, business plan execution, and complex sales with channel partners and end users
- Must be able to understand and articulate Cybersecurity Data Protection and Security propositions – tell the cyber resiliency story
- Must be able to conduct market research and competitive analysis
- Willingness to travel with easy airport access (up to 50% travel when permissible)
- Knowledge of cybersecurity, endpoint, and/or backup protection
What the job involves
- 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 is seeking an experienced Senior Account Executive to join our growing Cybersecurity Data Protection and Security channel sales team
- This team is responsible for achieving and exceeding revenue targets through pipeline generation, marketing activities, and management of strategic partners
- Solution focus being OpenText cloud backup & recovery (M365, Google, Box, Salesforce, Dropbox Server and Endpoint), DRaaS, high availability, migration solutions and services in addition to OpenText cybersecurity offerings
- The Cybersecurity Data Protection and Security portfolio provides resilience for our customers in terms of data protection and security, in a world where businesses are seeing an increase in attacks and challenges
- We call this Cyber Resilience
- The goal of this team is to ensure our customers, and our partners reach their data protection and sales goals, and key performance targets are met and exceeded
- Selling our Cybersecurity Solutions through our Channel Partners is critical to our growth strategy
- As a Senior Account Executive, you will be responsible for building a go-to-market business plan to grow, develop, and cultivate Cybersecurity Data Protection and Security opportunities and target accounts within your assigned territory
- You will become a cyber resilience expert and will work closely with a Solutions Engineer to tell the cyber resilience story and deliver the value proposition to our partners and customers
- You’ll play a key role in establishing the value proposition of the Cybersecurity Data Protection and Security portfolio as an additional revenue stream for your partners
- You will also work with the marketing team to regularly drive demand generation campaigns in your territory
- You’ll need to build executive-level and strategic relationships within these accounts and jointly identify targeted customer accounts and new revenue opportunities with end users and partners
- This is a dynamic role representing both OpenText and OpenText products on the front line and requiring strategic thinking, strong sales acumen, and a willingness to support the broader Sales teams in achieving and exceeding sales goals
- This role requires self-motivation, high energy, and a results-oriented and start-up mindset
- This is an exciting and rewarding opportunity within a growing industry to join a talented team of like-minded individuals who share a passion for excellence and teamwork
- Achieving and exceeding quarterly and annual sales goals
- Helping customers and partners progress through our sales process
- Working effectively in a team setting with AEs, SEs
- Building and nurturing top-down, key relationships within target accounts
- Developing and implementing strategic business plans for your territory in conjunction with sales leadership on the company’s overall vision and business model
- Identifying and selling into new Mid-Market accounts where our offerings help protect their revenue streams
- Coordinating and delivering sales and technical enablement to partners in collaboration with the sales engineering team – enabling our partners to think of us first when a project arises
- Maintaining high levels of activity and productivity in a highly autonomous, mostly virtual work environment
- Showing resourcefulness working with cross-functional teams
- Resolving disputes and understanding contractual language
- Assisting channel marketing in the development and execution of marketing plans and effective lead generation strategies for key partners
- Account mapping with partners, whether in-person or virtual, and driving overall awareness
- Attending virtual and in-person trade shows and industry-related events to solicit new target accounts
Our take
Founded back in 1991, OpenText offers software applications that manage content or unstructured data for enterprises such as large companies, government agencies or professional service firms.
The company has continuously built out its product suite over the years, keeping pace with the changing market. For example, in 2023 it launched OpenText Aviator, a generative AI platform for business networks and IT operations.
As a recognised market leader, this 25+ year old company shows no signs of slowing down. As well as internal development, it also adds to its value through acquisitions, such as that of MicroFocus in 2023.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
21% employee growth in 12 months
Company
Company benefits
- Education assistance
- Wellness/fitness reimbursement
- Time off to volunteer
Company HQ
Waterloo, ON
Leadership
Mark J. Barrenechea
(CEO & CTO)Previously served as CEO and President of SGI and Rackable Systems, CTO for Computer Associates and Senior Vice President of Applications Development for Oracle.
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