Job Summary
- Company
- Open Text
- Location
- Irvine, CA
- Industries
- Telecommunications Services
- Job Type
- Full Time
- Employee
- Job Reference Code
- 1545
Senior Account Executive
About the Job
Purpose of Position:
The Senior Account Executive is responsible for meeting or exceeding assigned sales objectives and quotas, maintaining existing customers and building new revenue streams through the expansion and growth of the business relationships within current and new clients. This includes working with customers to understand and identify their strategic vision, objectives and needs while aligning our products and services where opportunities exist. Through strong business acumen this role will demonstrate a solid understanding of the industry drivers and trends that are impacting our customers and driving their business and buying decisions. The Senior Account Executive is well versed in developing and supporting the relationship between Open Text and customers at multiple organizational levels, and possesses the ability to gather information on customer business processes, critical success factors, and competitive standing to deliver value-added business solutions.
Primary Duties:
-Accountable for meeting or exceeding assigned sales objectives on a monthly and annual basis.
-Develop an annual business plan updated on a quarterly basis including plans by product, geography and action plans to capitalize on new opportunities.
-Develop and manage sales funnel to analyze and manage pipeline activity and monitor sales activity against assigned quotas.
-Maintains both tangible near term actions and longer term strategic direction to increase growth and sustainable revenues.
-Thoroughly understands and significantly influences the customer’s decision-making process and leads the customer to positive decisions.
-Develop articulate value propositions, and execute in the field.
-Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations.
-Ongoing coordination with all Open Text teams (solutions, marketing, engineering, operations, legal, sales and finance) to identify opportunities and ensure alignment of department objectives.
Acquire and integrate industry knowledge related to general trends, emerging technologies, & competitors.
-Maintain contact with the customer, resolve problems, and seek additional opportunities to meet needs.
-Perform sales presentations to match Open Text products with identified needs.
-Provide timely and accurate business volume forecasts and other reports.
-Participates in various headquarter/regional planning and training activities.
-Maintain a mastery of segment, products and industry applications.
-Manage personal expenses in line with Open Text expense policies.
Other duties as assigned.
Skills and Knowledge:
5 - 8 years enterprise software sales experience.
-3 years experience in effectively leading a cross functional team of technical, services and partner personnel in a complex enterprise software sale and implementation.
-Proven hunter and farmer background (i.e., sold initial departmental opportunities as well as seven figure multi-level enterprise transactions)
-Strong evidence of self-sufficiency – creating and working a plan to drive revenue from assigned territory
-Demonstrated history of developing their own pipeline equal to 3X their quota. -Possess the ability to sell technology or a vision of a solution that a customer used to build a solution.
-Prior W2 in excess of $300K over multiple years.
-Demonstrated leadership, communication and interpersonal skills and abilities.
-Demonstrated strong business acumen and capable of developing and managing strategic plans with partner and company executives.
Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results.
-Ability to excel in a team environment which emphasizes total cooperation and mutual respect.
-Ability to present to both small and large audiences.
-Outstanding written/verbal communication skills and excellent negotiating skills. -2 years on average per job in career.
-Knowledge of the Enterprise Content Management market space, competitors and related industries.
-Demonstrated ability to drive results through others.
-Travel within assigned territory is required.
Preferred Requirements:
-Application software sales experience.
-Sales experience with enterprise content management.
-Prior selling role for a larger application company (e.g. SAP, PeopleSoft, Siebel, and Oracle).
-Prior Experience as an SC/SE or technical academic background and subsequently moved into Sales at least two jobs prior.
The Senior Account Executive is responsible for meeting or exceeding assigned sales objectives and quotas, maintaining existing customers and building new revenue streams through the expansion and growth of the business relationships within current and new clients. This includes working with customers to understand and identify their strategic vision, objectives and needs while aligning our products and services where opportunities exist. Through strong business acumen this role will demonstrate a solid understanding of the industry drivers and trends that are impacting our customers and driving their business and buying decisions. The Senior Account Executive is well versed in developing and supporting the relationship between Open Text and customers at multiple organizational levels, and possesses the ability to gather information on customer business processes, critical success factors, and competitive standing to deliver value-added business solutions.
Primary Duties:
-Accountable for meeting or exceeding assigned sales objectives on a monthly and annual basis.
-Develop an annual business plan updated on a quarterly basis including plans by product, geography and action plans to capitalize on new opportunities.
-Develop and manage sales funnel to analyze and manage pipeline activity and monitor sales activity against assigned quotas.
-Maintains both tangible near term actions and longer term strategic direction to increase growth and sustainable revenues.
-Thoroughly understands and significantly influences the customer’s decision-making process and leads the customer to positive decisions.
-Develop articulate value propositions, and execute in the field.
-Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations.
-Ongoing coordination with all Open Text teams (solutions, marketing, engineering, operations, legal, sales and finance) to identify opportunities and ensure alignment of department objectives.
Acquire and integrate industry knowledge related to general trends, emerging technologies, & competitors.
-Maintain contact with the customer, resolve problems, and seek additional opportunities to meet needs.
-Perform sales presentations to match Open Text products with identified needs.
-Provide timely and accurate business volume forecasts and other reports.
-Participates in various headquarter/regional planning and training activities.
-Maintain a mastery of segment, products and industry applications.
-Manage personal expenses in line with Open Text expense policies.
Other duties as assigned.
Skills and Knowledge:
5 - 8 years enterprise software sales experience.
-3 years experience in effectively leading a cross functional team of technical, services and partner personnel in a complex enterprise software sale and implementation.
-Proven hunter and farmer background (i.e., sold initial departmental opportunities as well as seven figure multi-level enterprise transactions)
-Strong evidence of self-sufficiency – creating and working a plan to drive revenue from assigned territory
-Demonstrated history of developing their own pipeline equal to 3X their quota. -Possess the ability to sell technology or a vision of a solution that a customer used to build a solution.
-Prior W2 in excess of $300K over multiple years.
-Demonstrated leadership, communication and interpersonal skills and abilities.
-Demonstrated strong business acumen and capable of developing and managing strategic plans with partner and company executives.
Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results.
-Ability to excel in a team environment which emphasizes total cooperation and mutual respect.
-Ability to present to both small and large audiences.
-Outstanding written/verbal communication skills and excellent negotiating skills. -2 years on average per job in career.
-Knowledge of the Enterprise Content Management market space, competitors and related industries.
-Demonstrated ability to drive results through others.
-Travel within assigned territory is required.
Preferred Requirements:
-Application software sales experience.
-Sales experience with enterprise content management.
-Prior selling role for a larger application company (e.g. SAP, PeopleSoft, Siebel, and Oracle).
-Prior Experience as an SC/SE or technical academic background and subsequently moved into Sales at least two jobs prior.
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Contact Information
Open Text
