Sr. Renewals Account Representative

Open Text Corporation • Richmond Hill, ON

15h • CA$63,760 - CA$95,650 • Hybrid

About The Position

As a Senior Renewals Account Representative, you will play a crucial role in driving maintenance renewal sales within a designated territory. Your primary responsibility will be to ensure that all existing customers keep their installed base licenses current on support while minimizing reduction or cancellation of maintenance contracts. You will have the opportunity to identify upsell and cross-sell opportunities, including multi-year renewals, premium support offerings, and lead passes to Sales colleagues for new business. This role offers a mix of remote selling over the phone and occasional travel for face-to-face customer meetings.

Requirements

• Tenacity and focus: You approach your role with a relentless drive to meet ambitious targets and deliver on commitments. Handling setbacks with professional perseverance and maintaining laser focus on delivering results are key attributes of success.
• Professional presence: Your polished written, spoken, and listening skills enable you to effectively communicate and present to individuals at all levels of the organization, including C-level executives. You demonstrate strong interpersonal skills that contribute to achieving desired outcomes.
• Salesmanship: You embrace sales processes and seek win-win resolutions in all interactions. As a representative of the company, you actively explore new approaches, build networks and relationships, and represent OpenText for broader reach and corporate gain.
• Change agent: You act as a catalyst for ideas within the industry, driving change and innovation within your community.
• Entrepreneurship: You exhibit inspirational leadership by bridging the customer's path to innovation and the company's solution development roadmap. You possess business acumen, follow industry journals, and stay updated on emerging trends to effectively serve customers.
• Business multiplier: You analyze key attributes of successful outcomes and replicate them across your territory. By leveraging available resources and fostering collaboration with executive sponsors, management, supporting functions, and channel partners, you drive opportunities to closure.
• Thought leadership: You leverage your expertise and knowledge to generate insights, identify trends, and provide valuable input to product groups, accounts, and customers.
• Basic understanding of the IT industry, competing vendors, and the channel.
• Typically 3-5 years of selling experience at end user account or partner level.
• Experience developing positive relationships and solving customer problems.

Nice To Haves

• University or Bachelor's degree preferred.

Responsibilities

• Navigating organizations and reaching decision-makers: You excel in finding ways to connect with key stakeholders within customer organizations through phone/email prospecting, leveraging existing contacts, and collaborating with supporting teams.
• Developing relationships: You represent the face of the company to the customer, establishing and nurturing relationships with IT and Business Users at all levels of the organization. Your ability to communicate the value proposition effectively is essential.
• Account planning: You develop strategic visions for each account, aligning solutions with the clients' current and future needs. By maintaining solution-specific Account Plans for top accounts, participating in cross-portfolio Account Plans, and leveraging customer insights, you maximize sales opportunities and revenue potential.
• Pipeline management: You proactively create and progress opportunities throughout the sales cycle. By identifying upselling and cross-selling opportunities, collaborating with supporting teams, and executing campaigns and sales plays, you drive growth within existing accounts and develop new opportunities.
• Ensuring customer satisfaction: You take ownership of the end-to-end success of solutions, resulting in positive business outcomes. Through regular account touchpoints, providing timely knowledge and support, and managing customer relationships and expectations, you ensure customer satisfaction and efficient business transactions.
• Gathering customer and market intelligence: You continuously develop deep insights into the market and competitive landscape to serve customers and drive competitive wins. By researching target account industries, sharing intelligence with colleagues, and staying informed about emerging trends, you position yourself as a valuable resource to customers.
• Emulate transformational selling: Anticipate evolving customer needs and provide integrated, best-in-class solutions that drive long-term success and transformation.
• Customer-centered innovation: Proactively solve customer problems, present growth opportunities, and deliver innovative and scalable solutions. Share lessons learned to enhance collaboration across the account network.

Benefits

• Thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing.
• Compensation programs, including variable and commission compensation opportunities for eligible roles.
• Vacation entitlement.
• Paid time off.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree