Account Development Representative

Ref#: 14705

Function: Marketing

Location: Germany, Grasbrunn

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OpenText enables the digital world as the global leader in Enterprise Information Management, both on premises or in the cloud. We embrace all things digital and are committed to being the Best Place to Work for our Employees in over 140 locations around the world.

We obsess over our customers to ensure they are wildly successful in embracing the Digital World. Our customers entrust us with their most important information, we need to be their most trusted partner. What we do, we do well. What we create, we do purposefully to impact the world. If you believe in this and are passionate about enabling the Digital World then let OpenText turn your career vision into reality.

The Opportunity:

Reporting to Field Marketing, the Account Development Representative provides the link between Field Sales and Marketing in OpenText and are accountable for developing pipeline for Sales.  This involves developing qualified opportunities from account profiles, qualify and identify leads from Field Marketing and Account Development led campaigns and nurturing opportunities until Sales are ready to receive them.  Account Development is not a Sales role, although involves working closely with the Sales teams.  

In addition, Account Development is required to promote OpenText events and to maintain accurate customer and contact information in

The role will vary slightly from office to office based on the numbers of Sales, Field Marketing and Account Development Representatives in each office.

Primary Duties

Follow up of all incoming enquiries from phone, web and email.
Conduct outbound opportunity development from account profiles.  Develop account profiles while building customer/prospect relationships and engaging in opportunity discovery.  Work with Sales teams and Field Marketing to develop Account Based Marketing plans for given accounts.
Conduct outbound opportunity development as part of Field Marketing Campaigns: targeting specific personas, engage in opportunity discovery, by phone and email, recording progress and new information gathered about target personas.
Follow up leads created by Field Marketing and develop into opportunities, recording progress in
Identify and assign new leads, track activity and maintain all information in
Engage in campaign testing and piloting with selected groups of customers or prospects and provide feedback to Field Marketing and/or Sales
Meet and where possible exceed individual goals set for pipeline and lead generation from both AD and FM lead sources.
Develop and maintain in-depth knowledge of products and services, relevant industry trends, and competition.
Promote and drive attendance to OpenText events.   What about attending events on behalf of OpenText where necessary and appropriate to the role? Mentioned below in hours of work.
Engage in the ongoing development of the Account Development role.  Participate in relevant Marketing education and stay current with tele-prospecting best practices.

Skills, Knowledge and Aptitude

The position requires the following skills and knowledge:
Previous experience of telemarketing, tele-prospecting, or other marketing support experience in a software or high technology company
Excellent oral communication skills, especially via the telephone
Ability to digest and understand campaign briefs and their associated enablement information
Capable of planning and conducting outbound calls as part of a campaign and to work to a campaign schedule
Strong customer empathy and customer service skills
Ability to work effectively in a team, including working with both Field Marketing staff and Sales people
Experience with Microsoft Office & a contact management system. experience is preferred but not essential
Ability to plan work in a methodical fashion
Good writing skills
Adaptable to change and working in a fast paced environment


At OpenText we understand and value diversity in our employees and we 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. We draw on our diversity and collective genius as we continue to shape a better future for our customers and be the Best Place to Work for our employees- nothing is off the table at OpenText. If you require accommodation at any time during the recruitment process please email

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