Sr. Account Executive

Open Text Corporation

2d • $136,000 - $200,000 • Remote

About The Position

As the Information Company, our mission at Micro Focus, an OpenText company, 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 accelerating application delivery with testing, quality, and AI-powered automation.

Micro Focus (now an OpenText company) is seeking a highly motivated Sales professional to join our DevOps Cloud Sales team. In this role, you will have the opportunity to work with cutting-edge technologies and help our clients deliver more and better software with OpenText application delivery management (ADM) solutions. If you have a passion for technology and a desire to help clients achieve their business goals, we encourage you to apply for this exciting opportunity.

We are in search of someone to join our Application Delivery Management, Enterprise sales team to drive our Federal Government Business in the United States. This Account Executive (AE) should have a proven track record selling to various agencies of the federal government, understanding of government purchasing processes, building and driving RFP’s, knowledge of the government reseller ecosystem, and a successful track record of growing government technology business. You would be driving proactive campaigns to build pipeline, using specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities with both new and existing accounts.

Requirements

• At least 5 years of sales experience selling technology solutions and value to US Government entities
• Understand the industry and market segment in which key accounts are situated and integrate this knowledge into consultative selling.
• Account planning and accurate revenue forecasting skills.
• Strong knowledge of application delivery lifecycle solutions and services, especially Micro Focus’, as well as the software development landscape.
• Consultative solutions selling and business development skills to align the client's business needs with solutions.
• Initiative and leadership to drive solution sales in accounts - prospecting, negotiating, and closing deals.
• Collaborate with the management, channel team and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivate and maintain positive relationships with customers to ensure account retention & growth.
• Develop a comprehensive knowledge of products and service offerings as well as competitor's offerings.
• Effective partnering with Professional Services account team to build an effective account plan and strategy to drive incremental revenue in account.
• Knowledge of application delivery, DevOps, and environments.
• University or bachelor’s degree; directly related previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface.
• Extensive selling experience within industry and on similar products.
• Typically, 8-12 years of advanced sales experience.
• Project management skills
• 2-3 years of product sales in the desired specialty.

Nice To Haves

• Proven track record selling to various agencies of the federal government
• Understanding of government purchasing processes
• Building and driving RFP’s
• Knowledge of the government reseller ecosystem
• Successful track record of growing government technology business

Responsibilities

• Developing a long-term sales pipeline to increase the company's market share in specialized areas.
• Capturing leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up.
• Using your expertise to seek out new opportunities for value by expanding and enhancing existing opportunities.
• Working with new and existing customers to set the direction for business development and solution replication.
• Developing and owning relationships with the Micro Focus client base and wider.
• Establish a professional, working, and consultative, relationship with clients
• Maintain knowledge of competitors in accounts to strategically position the company’s products and services better.
• Development of quota objectives and future direction for defined product category.
• Exceeding quota
• Investing time to know & grow your external ecosystem, by leveraging partner relationships to expand reach into accounts.
• Drive digital transformation for global clients, solving complex business challenges and accelerating their journey to the cloud.
• Contribute directly to business growth through consultative expertise and success in complex sales cycles.

Benefits

• Competitive compensation package
• Variable and commission compensation opportunities for eligible roles
• Vacation entitlement
• Paid time off
• Benefits package that supports your physical, emotional, and financial wellbeing

What This Job Offers

• Job Type: Full-time
• Career Level: Senior