OpenText · 3 days ago

Sr. Account Executive

United States

Full-time

Remote

Senior Level

5+ years exp

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Responsibilities

Developing a long-term sales pipeline to increase the company's market share in the ITOM space.

Capturing leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up.

Using your expertise in ITOM solutions 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 client base and wider.

Establish 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.

Maintain knowledge of competitors in accounts to strategically position the company’s products and services better.

Development of quota objectives and future direction for defined 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.

Qualification

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Sales experienceConsultative sellingIT Operations ManagementApplication delivery lifecycleAccount planningRevenue forecastingCustomer relationship managementMEDDIC masteryProduct sales experience

Required

At least 5 years of sales experience selling consulting services to enterprise customers.

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.

Knowledge of IT Operations Management solutions (e.g., infrastructure monitoring, cloud, and hybrid IT management, configuration management, etc.).

Partner with existing customers to drive adoption, expansion, and cross ITOM portfolio sales opportunities.

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, 5-10 years of advanced sales experience.