Account Development Representative - Italy - Rome

Ref#: 14356

Function: Marketing

Location: Italy, Rome

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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.

Our global Enterprise Account Executive team enables the digital transformation of our customers and provides solutions across the entire range of enterprise information management capabilities (EIM). Our team is provided with C-level access at some of the largest companies in the world and excels at selling solutions that are sophisticated, secure, high-value, and cost-effective – onsite, via mobile devices, private cloud, or in the cloud. Our EIM platform consists of comprehensive and integrated product suites including Content Suite, Process Suite, Experience Suite, Discovery Suite, Information Exchange Suite and Analytics.

The Opportunity: 

Reporting to Field Marketing, the Account Development Representative provides the link between Field Sales and Marketing in OpenText and is accountable for developing pipeline for Sales. This involves developing qualified opportunities from account profiles, qualifying and identifying 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.

You are great at: 
  • Meeting  and exceeding  individual goals set for pipeline and lead generation from both Account Development and Field Marketing lead sources
  • Following up of all incoming enquiries from phone, web, email and events, recording progress in
  • Conducting outbound opportunity development from account profiles. Work with Sales teams and Field Marketing to develop Account Based Marketing plans for given account
  • Conducting 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 personal
  • Promoting OpenText events
  • Engaging in campaign testing and piloting with selected groups of customers or prospects and provide feedback to Field Marketing and/or Sales
  • Developing  and maintaining in-depth knowledge of products and services, relevant industry trends, and competition
  • Engaging in the ongoing development of the Account Development role. Participate in relevant Marketing education and stay current with tele-prospecting best practices

What it takes: 

  • Tenacity and target focus combined with fearlessness on the phone, strong customer empathy and customer service skills, ability to plan a territory of accounts and prioritize calling activity
  • Able to use multiple channels to communicate with an audience:Telephone, E-mail and Mass E-mail, Social Media & Web (LinkedIn, Hootsuite, Eloqua Engage etc.), Online WebEx, Face-to-face Presentation Skills

  • Ability to digest and understand campaign briefs and their associated enablement information, and to manage multiple campaigns effectively as well as ability to formulate productive and trusting relationships with, and communicate regular updates to, sales and marketing stakeholders

  • Capable of carrying out conversations at the C-level down to the individual contributor, selling top-down and bottom-up

  • Capable of understanding basic financial information such as simplified balance sheet, income statement, and basic finance ratios (ROI, ROE, DSO, Working Capital)

  • Proficiency in CRM with ability to analyse and report on data

  • Previous experience of telemarketing, tele-prospecting, or other marketing support in a high technology company is preferred

  • Experience using virtual prospecting tools such as OneSource/iSell, track record of delivering innovative projects that assist team function

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 in completing the application process please email

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