Sr. Account Executive

Hiring Manager: Praveen Patil KULKARNI

Talent Acquisition Advisor: Revil Amolik

Job Code Level: SGP4

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At OpenText, AI is at the heart of everything we do-powering innovation, transforming work, and empowering digital knowledge workers. We're hiring talent that AI can't replace to help us shape the future of information management. Join us.

OPENTEXT - THE INFORMATION COMPANY

As the Information Company, our mission at OpenText 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 Enterprise Information Management.

The Opportunity

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

You are great at:

• Develops long term sales pipeline in North India (Named accounts in Central Govt/State Govt/PSU/Enterprise) to deliver the company's order and revenue targets in CyberSecurity in the given regions.
• Focus on CyberSecurity solutions of Security Operations Centre (SOC), Application Security, Identity and Access Management (IDAM), Data Security (Encryption)
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Set direction for business development and solution replication in given segment
• Creates and grows reference customers.
• Sell complex products or solutions of OT CyberSecurity to customers.
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

What it takes:

• University or Bachelor's degree; Advanced University or MBA preferred.
• Directly related previous work experience.
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in given field by company and customer.
• Considered a mentor of selling strategy, including designing strategy.
• Typically 15+ years of related sales experience in Cybersecurity portfolio

Knowledge and Skills:

• Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Should have experience in selling to North India (Central Govt/State Govt/PSU/Enterprise accounts)
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
• Considerable knowledge of the customer's infrastructure and architecture.
• Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
• Demonstrates leadership and initiative in successfully driving full portfolio including software and services needed for the customer's requirements.
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Works with the team to build an effective account plan and strategy to drive incremental revenue in the account.
• Successful partner engagement experience.
• Works effectively with our partners to drive additional revenue.
• Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
• Understands the leverage of services as part of strategic portfolio of products.
• Promotes services as part of all strategic opportunities.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of 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 submit a ticket at Ask HR. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.