173 applicants

Company

OpenText · 12 hours ago

RVP, Sales

United States

Full-time

Remote

Director/Executive

$200K/yr - $200K/yr

15+ years exp

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Responsibilities

Achieve License, Subscription, On Demand and Cloud Revenue targets.

Deliver North America’s License, Subscription, Cloud revenue and OnDemand Bookings.

Grow the business and increase market share.

Manages cost items and discretionary spend, including travel, to specified targets.

Build and Manage a Robust Sales Pipeline.

Build a pipeline sufficient to consistently deliver on quarterly and annual bookings and revenue targets.

Define and execute Legal Tech sales plays that grow install base and generate new logo opportunities.

Develop a prospecting and hunting-culture.

Maintain requested reporting and regular opportunity inspections, to ensure accurate pipeline.

Develop & Deploy Sales Coverage.

Works with sales operations to define coverage strategy and deploy the optimal sales coverage model, given field selling cost targets.

This includes defining the right number and mix of hunters and farmers.

This also includes defining territory assignments that comprehend geographic and industry vertical opportunities and objectives.

Implement Effective Sales Management Processes.

Develop and deploy effective sales management and operational practices.

Forecast accurately.

Coordinate all sales activities in the area-of-control.

Build long-term growth opportunities using an Account Business Planning process.

Define, implement and manage processes for pipeline management, forecasting, strategic account development and performance management.

Establish sales activity targets for such things as face-to-face call frequency, Account Executives work product generation activity, proposal activity, prospect calling, pipeline size and deal closure.

Develop Customer Opportunities.

Coach and support sales teams and leadership in developing key and/or difficult account opportunities.

Build lasting, consultative relationships with C-level executives in customer accounts.

Represent OpenText in Global accounts with cultural sensitivity and business maturity.

Sales Organization Building and Development.

Recruit high-caliber talent, define optimal team structure, and provide meaningful input to compensation plans.

Keeps territories filled and ensures optimal sales capacity, within budget constraints.

Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth.

Implementation of master pipeline management.

Develop the consultative, solution selling capability in their organization so that sales personnel can deliver compelling business cases that differentiate and highlight the value of OpenText’s broad portfolio.

Advocate for the Business.

Work with internal and external stakeholders to drive the business.

Work with business unit and sibling sales organizations to drive sales opportunity.

Advocate for improvements or changes needed for business success.

Demonstrate in depth knowledge of the market, competition and customer requirements.

Provides external leadership to industry, community, and press.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Sales ManagementEnterprise SoftwareLegalTech/eDiscoverySales Pipeline DevelopmentSoftware Licensing ModelsNorth America Legal MarketConsultative SellingC-level Relationship BuildingMarket Knowledge