Account Executive

**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.

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Senior Account Executive (ITOM & ADM)_**

The Opportunity:
Join our Canadian Sales Team as a Senior Account Executive and make a significant impact in expanding opportunities and increasing our market share. Showcase your expertise and build enduring executive relationships. This Account Executive (AE) role has a proven track record of building a territory, from a base of accounts. You would be driving proactive campaigns to build pipeline, using specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities with both new and existing accounts. We are in search of someone to join our team with IT Operations Management (ITOM) or Application Delivery Management (ADM) experience, selling into Canadian accounts.

What you are Great at:

- Developing a long-term software sales pipeline in specialized areas
- Seeking new opportunities to enhance customer value and drive pursuit
- Setting direction for business development and solution replication
- Selling complex products or solutions on a partnership basis
- Establishing consultative relationships with clients at all levels
- Developing a long-term sales pipeline to increase the company's market share
- Working with new and existing customers to set the direction for business development and solution replication
- Establishing 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
- Exceeding a typical quota of $3M
- Investing time to know & grow your external ecosystem, by leveraging partner relationships to expand reach into accounts. Channel experience is an asset

What it Takes:

- Demonstrated achievement in enterprise software / IT sales with diverse responsibilities
- Initiative and leadership to build incremental pipeline through focused prospecting campaigns
- Strong knowledge of products, solutions, and competitor offerings
- Proven leadership in driving sales & strategic planning utilizing an established sales methodology
- Knowledge of 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
- Excellent project oversight and partner engagement skills

Education and Applicable Experience Required**:

- 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 (either ITOM or ADM)
- Bilingual speaking

OpenText is proud to be an Equal Opportunity Employer. Prospective employees will receive consideration without discrimination because of race, colour, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, genetic information, citizenship or any other legally protected status.

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Chargé de compte principal (OM et SMA)_**

L'occasion:
Ce que vous êtes grand à:

- Développer un pipeline de vente de logiciels à long terme dans des domaines spécialisés
- À la recherche de nouvelles opportunités pour améliorer la valeur pour les clients et stimuler la poursuite
- Définition de l'orientation du développement des affaires et de la réplication des solutions
- Vendre des produits ou des solutions complexes en partenariat
- Établir des relations de consultation avec les clients à tous les niveaux
- Développer un pipeline de ventes à long terme pour augmenter la part de marché de l'entreprise
- Travailler avec les clients nouveaux et existants pour définir l'orientation du développement commercial et de la réplication des solutions
- Établir une relation professionnelle, professionnelle et consultative avec les clients, jusqu'au niveau C inclus pour les comptes de taille moyenne à grande, en développant une compréhension de base des besoins commerciaux uniques du client au sein de son secteur d'activité
- Maintenir la connaissance des concurrents dans les comptes afin de mieux positionner stratégiquement les produits et services de l'entreprise
- Dépassement d'un quota typique de 3 M$
- Investir du temps pour connaître et développer votre écosystème externe, en tirant parti des relations avec les partenaires pour étendre la portée au