Regional Vice President of Sales, OpenText
$200k
Plus VC
Information management for enterprises
Open for applications
Information management for enterprises
1001+ employees
Open for applications
$200k
Plus VC
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
- We are looking for a high-energy, driven Regional Vice President of Sales with solid technology business-to-business sales experience
- University or bachelor’s degree, advanced university or Master’s degree preferred
- 15 years of sales and progressive sales management experience, including leading a team of 25+ people
- 10 years of Enterprise Software experience
- In-depth knowledge of LegalTech/eDiscovery
- Demonstrated results in growing a business or expanding a market
- Working knowledge of North America Legal market
- Experience with a variety of software licensing models
What the job involves
- The selected candidate will lead and manage the North American Legal Tech sales organization in acquisition of new customers and retention and growth in the install base
- Accountable for growing Subscription, License and pay per use revenue streams, and achieving North American revenue targets while meeting cost control objectives
- Drives and supports BU business models, go-to-market strategies, and sales/marketing initiatives to maximize Sales’ effectiveness. Ensures optimal and increased account coverage through direct sales resources
- Develops and grows salespeople and sales management to ensure maximum productivity and sales talent base that supports revenue growth. Supports sales leadership in all strategic initiatives
- Achieve License, Subscription, On Demand and Cloud Revenue targets. Deliver North America’s License, Subscription, Cloud revenue and OnDemand Bookings. Grow the business and increase market share. Manages cost items and discretionary spend, including travel, to specified targets
- Build and Manage a Robust Sales Pipeline. Build a pipeline sufficient to consistently deliver on quarterly and annual bookings and revenue targets. Define and execute Legal Tech sales plays that grow install base and generate new logo opportunities. Develop a prospecting and hunting- culture. Maintain requested reporting and regular opportunity inspections, to ensure accurate pipeline
- Develop & Deploy Sales Coverage. Works with sales operations to define coverage strategy and deploy the optimal sales coverage model, given field selling cost targets. This includes defining the right number and mix of hunters and farmers. This also includes defining territory assignments that comprehend geographic and industry vertical opportunities and objectives
- Implement Effective Sales Management Processes. Develop and deploy effective sales management and operational practices. Forecast accurately. Coordinate all sales activities in the area-of-control. Build long-term growth opportunities using an Account Business Planning process. Define, implement and manage processes for pipeline management, forecasting, strategic account development and performance management. Establish sales activity targets for such things as face-to-face call frequency, Account Executives work product generation activity, proposal activity, prospect calling, pipeline size and deal closure
- Develop Customer Opportunities. Coach and support sales teams and leadership in developing key and/or difficult account opportunities. Build lasting, consultative relationships with C-level executives in customer accounts. Represent OpenText in Global accounts with cultural sensitivity and business maturity
- Sales Organization Building and Development. Recruit high-caliber talent, define optimal team structure, and provide meaningful input to compensation plans. Keeps territories filled and ensures optimal sales capacity, within budget constraints. Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth. Implementation of master pipeline management. Develop the consultative, solution selling capability in their organization so that sales personnel can deliver compelling business cases that differentiate and highlight the value of OpenText’s broad portfolio
- Advocate for the Business. Work with internal and external stakeholders to drive the business. Work with business unit and sibling sales organizations to drive sales opportunity. Advocate for improvements or changes needed for business success. Demonstrate in depth knowledge of the market, competition and customer requirements. Provides external leadership to industry, community, and press
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
Few candidates hear
back within 2 weeks
21% employee growth in 12 months
Company
Company benefits
- Education assistance
- Wellness/fitness reimbursement
- Time off to volunteer
Company values
- Trust
- Excellence
- Innovation
- Customer-first approach
- Being a best place to work
Company HQ
Waterloo, ON
Articles
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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