Renewals Account Representative

**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.

**The Opportunity**:
Renewals Account Representative’s at OpenText, are part of a global team who understand that their customers are experiencing unprecedented change. In this role, you are focused on relationship management, selling the value of Open Text Maintenance and Support Programs, driving retention, and growth. Quoting, positioning upsells, regular follow-up, and closing renewals are primary responsibilities. Extremely strong organizational skills and the ability to accurately forecast are required. Concurrently the incumbent will be responsible for identifying and conducting gap analysis and process improvement.

**Core Responsibilities**:

- Prepare timely and accurate renewal quotes for customers and follow up to clarify any issues and closure timeline
- Consulting with internal sales teams to prepare renewal quotes
- Overcome objections through process of negotiation and adjusting quotes as required to ensure competitiveness of the solution being presented to the customer
- Cultivating strong business relationships with the Account Executives and other stakeholders
- Continuously sell the high value of OpenText’s support programs
- Becoming a trusted advisor for the Customer for their support needs.
- Utilizing departmental standard operating procedures to bring renewal contracts in at full value and on time.
- Taking ownership of the contracts assigned to you. A strong sense of urgency is required to manage your portfolio resulting in full value, on time renewals.
- Demonstrate high attention to detail to review and process incoming purchase orders/payments.
- Consistently looking to enhance the renewal process and procedures
- Work to achieve an exceptional team environment.

**Target Skills & Experience**:

- An innovative and creative approach to complex challenges
- Developing and maintaining post-sales relationships with named customer accounts, ensuring continued renewal and future expansion
- Negotiating
- Managing, servicing, and upselling an assigned territory of accounts
- Exceptional communication (written, presentation, and verbal) with the ability to listen and understand client needs
- Ability to prioritize and balance multiple projects, as well as deadlines, in an evolving environment

**Qualifications**:

- University/College degree within a related discipline or equivalent work experience
- Ability to think outside the box when researching leads for expanding new maintenance contracts and finding new and creative ways to show how OpenText products can help the client achieve their goals
- Strong desire in establishing and maintaining strong relationships with client
- Ability to work cross functionally with a dynamic team who rely on each other to achieve overall corporate goals
- Goal-oriented, positive, a self-starter, with strong attention to detail and analytical skills
- Track record of autonomy, ownership, and execution
- Strong ability to multi-task and prioritize work effectively
- Proven experience working in a fluid environment that is ever growing and changing
- Excellent critical thinking skills
- Ability to work under pressure in order to meet deadlines
- ** Fluency in both English and French languages.**:

- Always act professionally

**L’opportunité**:
Les représentants de compte Renewals chez OpenText font partie d’une équipe mondiale qui comprend que ses clients connaissent des changements sans précédent. Dans ce rôle, vous vous concentrez sur la gestion des relations, la vente de la valeur des programmes de maintenance et de support Open Text, la fidélisation et la croissance. Les devis, le positionnement des ventes incitatives, le suivi régulier et la clôture des renouvellements sont des responsabilités principales. Des compétences organisationnelles extrêmement solides et la capacité de prévoir avec précision sont requises. Parallèlement, le titulaire sera responsable de l’identification et de l’analyse des lacunes et de l’amélioration des processus.

**Responsabilités essentielles**:

- Fournir un service exceptionnel en communiquant régulièrement par téléphone et par courriel, ainsi qu’en établissant de solides relations avec les clients.
- Préparer des devis de renouvellement précis et en temps opportun pour les clients et faire un suivi pour clarifier les problèmes et le calendrier de fermeture
- Consulter les équipes de vente internes pour préparer les devis de renouvellement
- Surmonter les objections par le processus de négociation et l’ajustement des devis au besoin pour assurer la compétitivité de la solution présentée au client
- Cultiver de solides relations d’affaires avec les directeurs de comptes et d’autres parties prenantes
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