Senior Account Executive - Enterprise Software

Ref#: 16394

Function: Sales

Location: Germany, Grasbrunn

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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:

The Account Executive role is focused firmly on capturing profitable licence revenue. Identifying, developing and maintaining long-term constructive and effective client relationships, this individual will focus on meeting client expectations and delivering bottom-line results. Candidates must possess a strong understanding of the region; the customer base as well as the client’s business and organisation together with an informed view of their future direction in the marketplace.

This position requires a motivated and very driven individual capable of identifying opportunities through analysis of Open Text’s current client base as well as potential new business and market drivers. With a strong understanding of ECM together with a thorough knowledge of the Commercial sector, applicants must be able to demonstrate previous success of sales and selling at all levels, including Board level.

You are great at: 

  • Formulating and implementing a coherent account plan for the region that effectively helps to drive and support both our expansion/diversification and which ultimately helps to underpin our future strategic growth.
  • Achieving and exceeding quarterly and annual revenue targets within the defined accounts, vertical or territory assigned to the AE, to ensure Open Text captures market share and profit goals.
  • Producing and maintaining regular, timely and accurate sales forecast reports whilst managing pipeline and an effective and focused business plan.
  • Actively engaging with stakeholders within Open Text, e.g. PreSales Consulting, Professional Services and Senior Managers who are able to support the sales process (Multi-Level-Selling). Harnessing and developing a clear account strategy and introducing, together with the marketing team, clear promotional initiatives to take the business from a market leader to a dominant player

What it takes:

  • Operating at all levels both inside and outside the organization, the AE, will be able to manage considerable change through ECM initiatives and deliver programs that make a fundamental difference to business growth and profitability.
  • Sales experience to senior level decision makers such as C level and directors.
  • Demonstrable track record of being able to develop and articulate value positioning statements will be a pre-requisite.
  • Successful software sales experience with a proven track record of successfully achieving goals.
  • Experience working with C-Level executives
  • Experience in solution selling on medium to large company level
  • Highly focused on customer solutions and satisfaction
  • Proven network and experience operating within the target group
  • Self-motivation skill 

At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer.

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