Sr. Account Executive

Micro Focus LLC • Virtual, CA

9h • 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 business outcomes through Operations Service Management (OSM), AI-powered automation, and intelligent IT operations.

Your Impact:
Are you looking for a rewarding career in enterprise software sales focused on Operations Service Management and IT Operations? Micro Focus (now an OpenText company) is seeking a highly motivated Sales professional to join our OSM-focused Enterprise Sales team. In this role, you will partner with customers to modernize and transform IT operations by leveraging OpenText’s Operations Service Management portfolio, helping organizations drive efficiency, resilience, and business alignment across complex environments. If you are passionate about technology, operational excellence, and solving real-world enterprise challenges, we encourage you to apply.

We are in search of someone to join our OSM Enterprise Sales team in the United States, National territory. This Account Executive (AE) role has a proven track record of building and expanding a territory from an established account base. You will drive proactive pipeline generation, using deep OSM and IT operations knowledge to prospect, qualify, negotiate, and close opportunities with both new and existing enterprise customers.

Requirements

• At least 5 years of enterprise sales experience selling software, solutions, or consulting services.
• Strong understanding of IT Operations, Service Management, and enterprise operational challenges.
• Proven ability to execute consultative selling aligned to customer business and operational outcomes.
• Experience with account planning, territory strategy, and accurate revenue forecasting.
• Knowledge of Operations Service Management, ITOM, AIOps, observability, and automation solutions.
• Initiative and leadership to drive complex sales cycles including prospecting, negotiation, and closing.
• Ability to collaborate cross-functionally with management, channel partners, professional services, and extended sales teams.
• A track record of cultivating and maintaining strong customer relationships to drive retention and growth.
• Competitive awareness and ability to articulate differentiated value.
• Effective partnership with Professional Services to build and execute account strategies that drive incremental revenue.

Nice To Haves

• Bachelor’s degree or equivalent related experience.
• Demonstrated success achieving progressively higher quotas and engaging with senior-level stakeholders.
• Extensive enterprise selling experience within relevant industries and solution areas.
• Typically, 8–12 years of advanced sales experience.
• Project management and solution-selling experience.
• 2–3 years of product sales experience within Operations Service Management or related domains.

Responsibilities

• Developing a long-term sales pipeline to increase OpenText’s market share within Operations Service Management and IT Operations.
• Driving demand for OSM solutions including service management, ITOM, observability, automation, and AIOps.
• Identifying and capturing opportunities beyond core specialization, leveraging closed-loop lead management for effective assignment and follow-up.
• Expanding and enhancing existing opportunities by uncovering new operational use cases and business value.
• Partnering with new and existing customers to shape OSM strategy, solution adoption, and repeatable success.
• Developing and owning strong relationships across the OpenText customer base and broader ecosystem.
• Establishing professional, consultative relationships with stakeholders up to and including the C-level within mid-to-large enterprise accounts.
• Maintaining competitive intelligence within accounts to effectively position OpenText OSM solutions.
• Owning quota objectives and driving future growth across the OSM product portfolio.
• Exceeding a typical annual quota of $3M.
• Investing time in building and expanding your external ecosystem by leveraging partners and alliances to broaden account reach.

Benefits

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

What This Job Offers

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