opentext

OpenText

Senior Account Executive, Security

Pasadena, CA | $138K - $195K

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Qualifications

  • Understanding the whitespace and promoting new product placements into all accounts
  • Leading customer through a buying process and challenge their thinking by guiding a mutual buying process applying the right resources and information (professional services, SE, PM, White papers, use cases, model)
  • Selling complex solutions across multiple verticals
  • Building and maintain broad market and competitor knowledge to ensure credibility and add value within assigned accounts
  • Creating strong business relationships and negotiating large enterprise deals
  • Verifiable achievement of consistent, over quota attainment
  • Collaboration, and ability to navigate a matrixed organization
  • 5+ years of successful software sales experience in similar space in:
  • Application Security
  • Data Security and Data Privacy
  • Identity & Access Management
  • Typically, 8+ years of enterprise software sales experience with results closing large complex deals
  • University or bachelor’s degree
  • Effective communication skills both written and spoken
  • Ability to tell compelling customer stories that inspire change
  • In-depth knowledge of enterprise organizational structure, business processes and financial structure
  • Considerable knowledge of common infrastructure and architecture
  • Demonstrates leadership and initiative in successfully driving sales in accounts - prospecting, negotiating, and closing deals
  • Ability to build an effective business case reflecting the value of the applicable enterprise software solutions
  • Successful partner engagement experience leveraging GSI, regional integrators, and VARs
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions

Responsibilities

  • Senior Account Executives are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas and will have named accounts allocated within a designated geography
  • They collaborate with Solution Engineers, Product Leaders and Channel Organization to provide specialist expertise within the sales team
  • They drive proactive initiatives to generate pipeline through direct prospecting, networking, and BDR campaigns to build the pipeline of leads
  • The role uses specialized knowledge in any one of the Application Security, Data Security/Data Privacy, Identity & Access Management and Security Operations to build demand through use cases and qualify, negotiate, and close opportunities
  • Managing the sales process from solutions identification to solution delivery that results in a successful product placement
  • Helping with areas to defend our current position to achieve incremental growth
  • Focusing on customer gaps to build a sales plan to address customer requirements with an associated return on investment
  • Accurately forecast the opportunities in the assigned accounts

Company information

OpenText is a world leader in Information Management, helping companies securely capture, govern and exchange information on a global scale. OpenText solves digital business challenges for customers, ranging from small and mid-sized businesses to the largest and most complex organizations in the world. For more information about OpenText (NASDAQ/TSX: OTEX), visit www.opentext.com

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10,001+ employees
Software, Information Technology, Enterprise Software, Technology, Artificial Intelligence, Software Development, Cloud Computing, Cybersecurity, Computer Networking, Information Technology & Services
Public Company
Founded: 1991
Crunchbase Link
Last round: Post IPO debt
Last round: US$ 1.0B
Waterloo, ON
Company Specialties:
Information Management, Enterprise Content Management (ECM), Content Services, Digital Experience (DX), Customer Experience Management (CEM), Customer Communications Management (CCM), Information Exchange, IoT, Information Security, Developers, Partners, and LegalTech