OPENTEXT - THE INFORMATION MANAGEMENT COMPANY
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.
AI-First. Future-Driven. Human-Centered.
At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We're hiring talent that AI can't replace to help us shape the future of information management. Join us.
Your Impact
The Senior Enterprise Sales Account Executive will create, qualify, develop and sell cybersecurity solutions. With a consultative sales approach, you will lead with business value and engage new and existing clients. Supported by a broad team of pre-sales solution consultants, you will manage a defined territory. Your territory will span many large and mid-sized clients. Your software portfolio includes a combination of SaaS and on-premises solutions.
What the role offers
- You operate with personal ownership and look for ways and means to improve performance all the time. You act with urgency and a sense of accountability.
- You are curious and able to bring an energy and spirit of innovation to the role. You build trust with others by acting authentically and with integrity.
- You apply a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sales process. You are seen by clients as a trusted advisor.
- Pipeline Qualification (Pipeline Creation, Progression & Closure) – You use your expertise to seek out new opportunities and expand existing client footprints. You take ownership of pipeline creation to ensure sufficient coverage of the target. Continuous qualification whilst progressing the opportunity to close.
- Value-based selling – You identify key drivers of value for the customer and develop unique value propositions by articulating a vision that resonates with the customer. You are selling outcomes, not products.
- Planning for Success – You demonstrate a structured, methodical approach to building and executing annual sales plans. You balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
- Orchestrating teams / working with partners – You build and develop cross-company pursuit teams to engage prospects in strategic sales. You collaborate with select partners to develop territories and expand sales coverage.
- Good sales hygiene – You provide accurate revenue forecasting, ensuring the CRM system is always up to date.
What you need to succeed
- Software SaaS or license sales experience, with a demonstrable track record of over-achievement and new business wins.
- A minimum 10 years’ experience as a Senior Account Executive, with at least 5 of those years in cybersecurity sales.
- Directly related previous work experience is a definite plus. Application Security, IAM, DevSecOps, and Content Security Solutions experience a distinct advantage.
- A strong network of client contacts at all levels within Cyber Enterprise organisations
- Experienced in following a sales methodology, territory management, account development, and opportunity management.
- Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
- Fluent in English and German.
One Last Thing
OpenText is more than just a corporation; it's a global community where trust is foundational, the bar is raised, and outcomes are owned.
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.
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.
Roles requiring a significant amount of trust may require criminal history verification. Please ask your Talent Acquisition Advisor for more information if you have any questions.
OpenText does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract and a signed search assignment between Open Text and the recruitment agency or party requesting payment of a fee.
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