Account Executive, OEM

Ref#: 14384

Function: Sales

Location: Japan, Tokyo

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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:

The OpenText APJ OEM Account Executive is a motivated self starter, responsible for driving OpenText revenue through the identification, development, sales execution and management of partners that use OpenText Pixel Translation and other OpenText software technology to embed into OEM and BPO partner solutions. The candidate will report to the Director, Global Partner Management and will divide his or her time between maintain and grow existing partnerships and acquiring new clients. Within the existing customer base and with new customer that purchase Open Text software, the candidate will position additional Open Text software offerings to expand our footprint and revenue opportunities within these accounts. The OEM Account Executive is responsible for achieving the assigned OEM revenue targets; understands Open Text products/services and solutions and how they can add value to the OEM partner and their respective industry.

You are great at: 
  • Owns sales and execution strategy for new Open Text OEM Partners. Adapts and executes the sales strategy to the unique OEM partner requirements. Works closely with the partner’s go to market strategy to assure the success of Open Text embedded technologies within their solution.
  • Owns the OEM partner revenue number, sales forecast, and pipeline development.
  • Manages leads/ opportunities and controls balanced sales growth, continued partner account penetration and OEM partner satisfaction on a long-term multi-year focus.
  • Negotiates OEM contracts/ agreements, and Open Text Services and support models. Leverages Open Text Operations and General Counsel intelligently to expedite contract closure.
  • Responsible for reporting on revenue tracking, Partner forecasting and other  OEM relationship scorecard metrics
  • Demonstrates advanced knowledge and practice of global, complex sales cycles. Provides senior leadership in the development of product knowledge, solution, sales and service strategies and competency development within global, complex sales cycles.
  • Nurtures an extensive network of industry leaders, customers and prospects to the benefit of Open Text and the OEM Partner.
  • Leverages Open Text training resources and creates OEM partner training plans.
  • Leads & drives field activities through the regional organizations when applicable to support OEM partner sales.
  • Develops and executes a business plan with Partner. Key growth initiatives identified and resourced, translating into executable revenue and other possible scorecard metrics
  • Works closely with the global OEM team in creating and executing a consistent virtual Partner team that drives incremental revenue for EMC

What it takes: 

  • Motivated, entrepreneurial self- starter, problem solver.
  • Minimum 5 years successful OEM, SaaS or BPO sales experience with a thorough understanding of the design-win sales cycle and Partner business model.
  • Strong OEM, SaaS and/or BPO acquisition background. Successful track record recruiting, on-boarding and managing highly successful technology partnerships.
  • Superior verbal and written communication; presentation, consultative and negotiation skills.
  • Fluency in more than one language is preferred. Required strong English communication to work with Open Text management and development teams.
  • High energy with the ability to adapt well in a high-growth environment.
  • Outstanding relationship-building skills coupled with a high degree of responsiveness, high integrity and excellent industry reputation.
  • Ability to manage priorities and deadlines.

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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