RVP, Sales

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 OpenText 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 Enterprise Information Management. 

OpenText Legal Tech business unit provides the information advantage to corporations and law firms, delivering speed to facts, reduced legal risk and improved outcomes with industry leading AI complemented by trusted expertise and superior services.

Our North America Enterprise Legal Tech team enables the digital transformation of our customers and provides solutions across the entire end to end EDRM process. Our team is provided with C-level access at some of the largest companies in the world and excels at selling Legal Tech AI solutions that are unique and address pervasive Corporate Legal and law firms’ business challenges on premise or in the cloud. 

The Opportunity: 

We are looking for a high-energy, driven Regional Vice President of Sales with solid technology business-to-business sales experience.  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. Builds 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. Develops 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, press.

What it takes:

• 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

Compensation: 200K base depending on experience, plus VC

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.