Sr. Account Executive

OPENTEXT - THE INFORMATION 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 AI can't replace to help us shape the future of information management. Join us.

As the Information Company, our mission at Micro Focus, an OpenText company, 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 accelerating IT operations with AI-powered automation, observability, and cloud-native solutions.

Your Impact:

Are you looking for a rewarding career in the field of IT Operations Management (ITOM)? Micro Focus (now an OpenText company) is seeking a highly motivated Sales professional to join our ITOM Sales team. In this role, you will have the opportunity to work with industry-leading solutions-including Service Management Automation X (SMAX), Operations Bridge (OpsBridge), Network Operations Management (NOM), Data Center Automation, and Hybrid Cloud Management (HCM)-helping our clients simplify, automate, and modernize their IT operations. If you have a passion for technology and a desire to help clients achieve agility, resilience, and efficiency, we encourage you to apply for this exciting opportunity.

We are in search of someone to join our ITOM Enterprise Sales team in the United States, National territory. 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.

What the role offers:

- Developing a long-term sales pipeline to increase the company's market share in IT Operations Management.
- Capturing leads outside of specialization and using closed-loop lead management to ensure assignment and follow-up.
- Using your expertise to seek out new opportunities for value by expanding and enhancing existing opportunities.
- Working with new and existing customers to set the direction for business development and solution replication.
- Developing and owning relationships with the Micro Focus/OpenText client base and wider.
- 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.
- Maintaining knowledge of competitors in accounts to strategically position the company's ITOM solutions and services more effectively.
- Development of quota objectives and future direction for the defined ITOM product category.
- Exceeding a typical quota of $3M.
- Investing time to know & grow your external ecosystem, by leveraging partner relationships to expand reach into accounts.

What you need to succeed:

- At least 5 years of sales experience selling enterprise IT solutions or consulting services to large customers.
- Understanding of IT operations and the challenges in hybrid and multi-cloud environments.
- Account planning and accurate revenue forecasting skills.
- Strong knowledge of ITOM solutions such as SMAX, OpsBridge, NOM, HCM, and AIOps/Observability platforms.
- Consultative solution selling and business development skills to align the client's business needs with ITOM solutions.
- Initiative and leadership to drive solution sales in accounts - prospecting, negotiating, and closing deals.
- Collaborate with the management, channel team, and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
- Cultivate and maintain positive relationships with customers to ensure account retention & growth.
- Develop a comprehensive knowledge of products and service offerings as well as competitors' offerings.
- Effective partnering with Professional Services account teams to build an effective account plan and strategy to drive incremental revenue in accounts.
- Knowledge of AIOps, observability, service management, and IT process automation.

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.

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. As an OpenText Account Executive, you drive IT transformation for global clients, solving complex IT challenges and accelerating their journey to the cloud. Your consultative expertise and success in complex sales cycles contribute directly to business growth, earning you a competitive compensation package that recognizes your substantial impact in shaping the future of IT operations.

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.

Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. A summary of those benefits can be found on our Why Join Us page. As you move through the hiring process, we're happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

Salary Range: $300 OTE; Depending on the candidate's education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted.