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.
Account Executive – IT Operations Management (ITOM) – Central US Enterprise Team
Job Description
As an Account Executive (AE) for the ITOM Central US team at OpenText, you will be responsible for driving new business growth and managing existing relationships within your assigned territory. You will leverage your in-depth understanding of IT Operations Management solutions to proactively identify, qualify, and close opportunities. Collaborating closely with cross-functional teams, you will lead initiatives to increase market share and drive customer success.
Key Responsibilities:
- Achieve and exceed assigned sales quotas and targets.
- Drive revenue growth by closing new deals and expanding business within existing accounts.
- Identify and qualify new business opportunities to bring in new logos (new customers)
- Business Development & Pipeline Management:
- Develop and execute a strategic sales plan to build a long-term sales pipeline in the ITOM space.
- Leverage expertise in ITOM solutions to proactively seek new opportunities and expand existing accounts.
- Drive high-value, consultative sales cycles by prospecting, qualifying, negotiating, and closing new business opportunities.
- Engage in proactive campaigns to build and manage a robust pipeline, ensuring sustained growth and quota achievement.
- Customer Relationship & Account Management:
- Establish and maintain strong relationships with C-level executives and key decision-makers in assigned accounts.
- Partner with existing customers to drive adoption, expansion, and cross ITOM portfolio sales opportunities.
- Serve as a dedicated resource for strategic accounts, ensuring client satisfaction and long-term retention.
- Solution Selling & Expertise:
- Utilize specialized knowledge of ITOM solutions, including application monitoring, cloud management, and IT asset management, to position OpenText as the preferred partner.
- Identify and create customer value through the sale of ITOM solutions, aligning them with customer business outcomes.
- Collaborate with internal teams (e.g., Product, Services, Marketing) to create compelling solutions that address the unique needs of each customer.
- Market Intelligence & Competitive Analysis: Maintain knowledge of the ITOM industry, competitive landscape, and emerging trends.
Education and Experience Required:
- University or Bachelor's degree
- Directly related previous work experience preferred
- Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
- Prior selling experience includes multiple, diverse set of selling responsibilities.
- 5-10 years' experience minimum
- Excellent communication, presentation, and negotiation skills.
- Mastery of MEDDIC considered a plus
Knowledge and Skills:
- Knowledge of IT Operations Management solutions (e.g., infrastructure monitoring, cloud, and hybrid IT management, configuration management, etc.).
- Demonstrated ability to balance strategic and tactical sales initiatives to optimize coverage and develop predictable revenue.
- Understanding of the customer's industry, business processes, and organizational structure.
- Expertise in navigating complex sales cycles, from initial engagement to closing deals.
- Ability to build effective business cases that demonstrate the value of solutions.
- Experience collaborating with partners and leveraging services as part of the overall sales strategy.
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OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.
If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.
