Account Executive

4 days ago


Scottsdale, Arizona, United States OpenText Full time
About the Role

We are seeking a highly motivated and experienced Sales professional to join our DevOps Cloud Sales team at OpenText. As an Account Executive, you will be responsible for driving proactive campaigns to build a pipeline of new business opportunities and expanding existing relationships with our clients.

Key Responsibilities
  • Develop and execute a sales strategy to increase market share in specialized areas
  • Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up
  • Use expertise to seek out new opportunities for value by expanding and enhancing existing opportunities
  • Work with new and existing customers to set the direction for business development and solution replication
  • Develop and own relationships with the Micro Focus client base and wider
  • Establish a professional, working, and consultative relationship with clients, 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
  • Maintain knowledge of competitors in accounts to strategically position the company's products and services better
  • Development of quota objectives and future direction for defined product category
  • Exceeding a typical quota of $3M
  • Investing time to know & grow your external ecosystem, by leveraging partner relationships to expand reach into accounts
Requirements
  • At least 5 years of sales experience selling consulting services to enterprise customers
  • Understand the industry and market segment in which key accounts are situated and integrate this knowledge into consultative selling
  • Account planning and accurate revenue forecasting skills
  • Strong knowledge of application delivery lifecycle solutions and services, especially Micro Focus', as well as the software development landscape
  • Consultative solutions selling and business development skills to align the client's business needs with solutions
  • Initiative and leadership to drive solution sales in accounts - prospecting, negotiating, and closing deals
  • Cultivate and maintain positive relationships with customers to ensure account retention & growth
  • Develop a comprehensive knowledge of products and service offerings as well as competitor's offerings
  • Effective partnering with Professional Services account team to build an effective account plan and strategy to drive incremental revenue in account
  • Knowledge of application delivery, DevOps, and environments
Education and Experience
  • University or bachelor's degree; directly related previous work experience
  • Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface
  • Extensive selling experience within industry and on similar products
  • Typically, 8-12 years of advanced sales experience
  • Project management skills
  • 2-3 years of product sales in the desired specialty


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