Renewals Account Representative

2 weeks ago

Richmond Hill, Canada OpenText Full time

OPENTEXT 
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

The Opportunity:
As a Renewals Account Representative, you will play a crucial role in driving maintenance renewal sales within a designated territory. Your primary responsibility will be to ensure that all existing customers keep their installed base licenses current on support while minimizing reduction or cancellation of maintenance contracts. You will have the opportunity to identify upsell and cross-sell opportunities, including multi-year renewals, premium support offerings, and lead passes to Sales colleagues for new business. This role offers a mix of remote selling over the phone and occasional travel for face-to-face customer meetings.

You are great at:

Navigating organizations and reaching decision-makers: You excel in finding ways to connect with key stakeholders within customer organizations through phone/email prospecting, leveraging existing contacts, and collaborating with supporting teams. Developing relationships: You represent the face of the company to the customer, establishing and nurturing relationships with IT and Business Users at all levels of the organization. Your ability to communicate the value proposition effectively is essential. Account planning: You develop strategic visions for each account, aligning solutions with the clients' current and future needs. By maintaining solution-specific Account Plans for top accounts, participating in cross-portfolio Account Plans, and leveraging customer insights, you maximize sales opportunities and revenue potential. Pipeline management: You proactively create and progress opportunities throughout the sales cycle. By identifying upselling and cross-selling opportunities, collaborating with supporting teams, and executing campaigns and sales plays, you drive growth within existing accounts and develop new opportunities. Ensuring customer satisfaction: You take ownership of the end-to-end success of solutions, resulting in positive business outcomes. Through regular account touchpoints, providing timely knowledge and support, and managing customer relationships and expectations, you ensure customer satisfaction and efficient business transactions. Gathering customer and market intelligence: You continuously develop deep insights into the market and competitive landscape to serve customers and drive competitive wins. By researching target account industries, sharing intelligence with colleagues, and staying informed about emerging trends, you position yourself as a valuable resource to customers.


What it takes:

Tenacity and focus: You approach your role with a relentless drive to meet ambitious targets and deliver on commitments. Handling setbacks with professional perseverance and maintaining laser focus on delivering results are key attributes of success. Professional presence: Your polished written, spoken, and listening skills enable you to effectively communicate and present to individuals at all levels of the organization, including C-level executives. You demonstrate strong interpersonal skills that contribute to achieving desired outcomes. Salesmanship: You embrace sales processes and seek win-win resolutions in all interactions. As a representative of the company, you actively explore new approaches, build networks and relationships, and represent OpenText for broader reach and corporate gain. Change agent: You act as a catalyst for ideas within the industry, driving change and innovation within your community. Entrepreneurship: You exhibit inspirational leadership by bridging the customer's path to innovation and the company's solution development roadmap. You possess business acumen, follow industry journals, and stay updated on emerging trends to effectively serve customers. Business multiplier: You analyze key attributes of successful outcomes and replicate them across your territory. By leveraging available resources and fostering collaboration with executive sponsors, management, supporting functions, and channel partners, you drive opportunities to closure. Thought leadership: You leverage your expertise and knowledge to generate insights, identify trends, and provide valuable input to product groups, accounts, and customers. Ability to speak and write english fluently is a requirement for this role. 

Performance areas for success:

Emulate transformational selling: Anticipate evolving customer needs and provide integrated, best-in-class solutions that drive long-term success and transformation. Customer-centered innovation: Proactively solve customer problems, present growth opportunities, and deliver innovative and scalable solutions. Share lessons learned to enhance collaboration across the account network

OpenText's 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.

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