OpenText
Location
Cambridge, MA | United States
Job description
The Opportunity:
We ensure that every software license we sell successfully delivers value and creates references. We bring this value to the Strategic, IT, and Line-of-Business leaders of our customers by allocating IT spending and resources based on business priorities, automating key processes across IT strategy, applications, and operations, and measuring IT effectiveness and efficiency from a business perspective.
We deliver solutions and services quickly and consistently based on material developed in our projects worldwide to give our customers confidence and predictable outcomes. We focus on a differentiated portfolio that is easy to sell and valued by our customers, and we are thought leaders in the marketplace. The customer is our North Star; our guide for everything we do. Our leadership attributes are; Always Accountable, Will to Win, Passion for Customers, Highly Capable and innovative, and People and team Developer.
At OpenText we don't just believe in the power of technology, we believe in the power of people when technology works for them. We believe in applying new thinking and ideas to improve the way our customers live and work.
What you’ll be doing:
You understand our customer’s business and identify how we can represent professional services and consultative value with our solutions. You consult new and existing customers and shape opportunities to optimize the value we offer. Business imperatives are resolved through your ability to represent transformation through the deployment of professional services.
Your customers are multinationals or large enterprises/public organizations. Targeting 10-15 key customers you develop our business deeper and wider in the customer’s organization, as well as open up business at new customers. You lead the sales cycle and align internal/external partners and key resources. You negotiate and close the deal and ensure successful project execution. You are a credible sparring partner for our customer’s IT leaders and Line-of-Business managers, but have the hands-on attitude to make deals come through. You work in an international team of Client Principals in the sub-region and are reporting to the Regional Sales Leadership. Your customers are based in the United States region. Your yearly target is about $4M in profitable orders for which you need one or more deals over a million. Your deals require multi-level selling of complex propositions in a consultative approach. Control over your business is an important metric. Hunting into a specific target market with vertical experience will be advantageous.
The development of our business requires an additional Client Principal focused on a regional/ local market.
You are great at:
You are fluent in the local language and English, both written and spoken. A Bachelor's or Master's degree in a relevant study is required, as well as several years of experience in a sales role in the IT market preferably enterprise software, services, or consulting. Many of your peers have had entrepreneurial or management roles before entering this challenging job. You identify yourself with words like creative, adaptive, empathetic, credible, analytical, structured, hands-on, independent, collaborative, and persistent.
Our offer – You enter a highly motivated, customer-driven, and challenging international working environment. Your contribution to the success is transparent and rewarding. When successful there are many opportunities to develop yourself and extend your career within the company. You get a competitive variable salary with the possibility to overachieve.
Education and Experience Required:
• University or Bachelor's degree; Advanced University or MBA preferred.
• Directly related to previous work experience.
• Demonstrated achievement of progressively higher quota diversity of business customers and higher level customer interface.
• Prior selling experience includes multiple, diverse sets of selling responsibilities.
• Viewed as an expert in a given field by company and customer.
• Considered a mentor in selling strategy, including designing strategy.
• Typically 10+ years of related sales experience.
• Project management skills required.
• 3-5 years' experience in the desired specialty.
Knowledge and Skills Required:
• Is considered a master in knowledge of products, solutions, or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Know the strengths and weaknesses of key competitors in the account and how to leverage this knowledge in the account.
• Uses expertise in specialty, consultative solution selling and business development skills to align the client's business needs with solutions.
• In-depth knowledge of the client's business, organizational structure, business processes, and financial structure.
• 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 hardware, 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.
• Uses C-level engagement skills in collaboration with account leads to offer value-added solutions to the client.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
• Utilizes s Salesforce as an expert and accurately forecasts business.
• Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
• Understand and sell high-value software solutions.
• Demonstrates the ability to leverage HPE's portfolio of products and services to change the playing field against our competition.
• Understand the leverage of services as part of a 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 commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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 contact us at [email protected] . Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.
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