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Sr. Account Executive, OEM
2 months ago
Micro Focus (now OpenText) is one of the world’s largest enterprise software providers. We deliver mission-critical technology and supporting services that help thousands of customers worldwide manage core IT elements of their business so they can run and transform—at the same time.
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 OEM
Our global OEM Sales team enables the digital transformation of our customers to embed products and provides them with solution options across the entire range of enterprise information management capabilities (EIM). Our team develops C-level access at some of the largest software, ISV, and hardware companies in the world and excels at selling solutions that are sophisticated, secure, high-value, and cost-effective – onsite, via mobile devices, private cloud, or in the cloud. The OEM organization creates tailored software agreements as a function of the volume, value and quantity of product functionality delivered. The use of the OpenText products is limited to the products provided by the OEM partner and may not be extended to other applications or data sources.
Information Management is the core of the OEM Market and OpenText is used by some of the most data-intensive enterprises in the world like companies VMWare, Intuit, Fujitsu, ORACLE, and Google for real-time, scalable, advanced information management and analytics. OpenText is also embedded into over a 100+ software solutions from the likes of Accenture, Fiserv, Cerner.
The opportunity:
As an OEM Account Executive at OpenText you help customers use information management solutions to go to market faster and be more efficient. You are part of a global team of highly skilled and entrepreneurial professionals who understand their customers are experiencing unprecedented change.
This Sales Athlete will cover the Southeast portion United States Territory selling OpenText Software to enterprise software and hardware companies. We are looking for an experienced and savvy seller that has a track record of quantifiable success (consistent quota over-achievement) in a complex sale.
This is a consultative sale to an enterprise software and/or hardware company. The ability to quickly understand a customer’s solution, its limitations, legacy technology, and future requirements and can articulate how OpenText's speed, capture, content, scale and analytics add transformative analytical value is essential. Previous experience selling enterprise information management solutions or vertically specific solutions in GSI, hyper scaling, Marketing, IoT, and/or enterprise software is desired. Having key relationships for ISVs located in the region is ideal.
You are comfortable with complex sales cycles. Your track record of successful attainment of your targets will be rewarded with one of the most competitive compensation packages in the industry.
You are great at:
- Generating your own pipeline through market research and outbound activities.
- Consultative selling and intensely listening to your customers.
- Preparing comprehensive territory plans.
- Skillfully executing each phase of the sales process from pipeline generation to closing the deal.
- Masterful client presentations and running effective meetings.
- Clearly articulating the value proposition of solutions and products and the endless possibilities of the digital enterprise to your customers.
- Previous experience selling capture and content management, analytical solutions or customer communication solutions in Software, Business Process Management, ERP/CRM, and/or Healthcare is desired.
- Developing relationships with Product Managers, CTOs, VP of Engineers, Solutions Architects within enterprise software and hardware companies is ideal.
What it takes:
- You have a track record of at least five years of B2B selling across the Enterprise.
- You have experience working in a consultative capacity with C-level customers on complex cloud-based, on-premises or hybrid solutions.
- You have expert knowledge of product rebranding and go to market strategies of third-party product integration and embedded technologies.
- You deploy advanced sales methodologies and tools to achieve and exceed your targets.
- Whether it’s the challenge of developing new accounts or finding untapped opportunities in your existing client base, the opportunity to grow our business is what drives your efforts every day.
- The ideal candidate will also take advantage or regional events – trade shows, webinars, user group conferences to build their business.
- You are intellectually curious, easily grasp new products and solutions, and bring the spirit of innovation to your customers.
- Completed higher education and a passion for continuous learning.
Micro Focus’ (now OpenText) efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of 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.
