Regional Vice President of Sales, Americas

Ref#: P17350

Function: Sales

Location: US, TX, Dallas

Region: US

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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 OpenText CEM business is focused on selling an industry-leading portfolio of Customer Experience Management (CEM) products. The CEM portfolio helps businesses unlock new revenue streams and bolster existing ones, attract and retain customers, and reach new segments—all while driving higher conversion and engagement. Our rich portfolio of Web Content Management, Digital Asset Management, Customer Communication Management, and Workforce Optimization solutions offer exciting and compelling ways to address customer needs.

The opportunity:

We are looking for a high-energy, driven Sales Vice President with solid technology business-to-business sales experience. The selected candidate will lead and manage the regional sales organization for Customer Experience Management software, maintenance, SaaS, and services. Accountable for growing this enterprise software business and achieving region revenue, gross margin, market penetration, installed base retention, and cost control objectives.

Drives and supports BU business models, go-to-market strategies, and sales/marketing initiatives for regional effectiveness. Ensures optimal and increased account coverage through direct and partner sales resources. Develops and grows sales people and management to ensure a maximum productivity and to ensure qualified sales talent base that is ready and able to support future growth. Supports sales leadership in developing key and/or difficult account opportunities.

You are great at:

Achieve the Americas sales and profit plan. Deliver the regional sales revenue, bookings and profit targets for OpenText Customer Experience Management (CEM) software license, SaaS, maintenance and services. Grow the business and increase OT 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 booking and revenue targets. Define and execute *sales plays- that grow the base and generate new logo opportunities. Develop a prospecting and *hunting- culture. Maintain requested reporting and regular opportunity inspection, 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 sales executives and presales engineers. 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. Builds 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, demo 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 on global accounts with cultural sensitivity and business maturity.

Sales Organization Building and Development. Recruit high-caliber talent, define optimal team structure & R&R, 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. Develops 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.

Develop and support a Partner Eco-system. In partnership with the alliance and partner organization, develop a network of alliance and channel partners that expand our market coverage and enhance the completeness and strength of our portfolio and value proposition.

Advocate for the Business. Work with internal and external stakeholders to drive the business. Work with business unit and sibling sales organizations to drive the CEM 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, press.

What it takes:

Mandatory: At least 5 years of Enterprise Software Sales experience.

University or Bachelor’s degree, advanced university or Master’s degree preferred.

15 years of sales and progressive sales management experience, including leading a team of 50+ people.

Demonstrated results in growing a business or expanding a market.

At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of race, creed, color, national origin, ancestry, disability, marital status, sex, age, veteran status or sexual orientation. If you require accommodation at any time during the recruitment process please email Applicants have rights under Federal Employment Laws including but not limited to: Family and Medical Leave Act (FLMA), Equal Employment Opportunity  and Employee Polygraph Protection Act

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