Sr. Account Executive
$136,000–$205,000 year
On-siteToronto, Ontario, Canada
Job Summary
Build a long-term sales pipeline to increase market share in specialized areas by prospecting, qualifying, negotiating, and closing opportunities with new and existing accounts. Establish consultative relationships with clients up to C-level, leveraging partner ecosystems to expand reach and drive solution replication. Develop quota objectives for defined product categories while maintaining knowledge of competitors to strategically position OpenText's application delivery management solutions. Collaborate with Professional Services teams to build effective account plans that align client business needs with software development landscapes. Exceed a typical quota of $3M by driving proactive campaigns and retaining customers through deep industry understanding.
Required Qualifications
- At least 5 years of sales experience selling solutions and value to large enterprise customers & Government Entities
- Understand 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
- Strong knowledge of application delivery lifecycle solutions and services, especially Micro Focus', as well as the software development landscape
- Consultative solutions selling and business development skills to align the client's business needs with 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 competitor's offerings
- Effective partnering with Professional Services account team to build an effective account plan and strategy to drive incremental revenue in account
- Knowledge of application delivery, DevOps, and environments
- University or bachelor's degree
- 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
- Toronto or Montreal Canada
Desired Qualifications
- Exceeding a typical quota of $3M
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