Your Impact
As the Sr. Enterprise Account Executive you will be responsible for creating, qualifying, developing, and selling cybersecurity solutions. With a consultative sales approach, you will lead with business value and engage both new and existing clients. Supported by a broad team of pre-sales solution consultants, you will manage a defined territory. Your territory will span many large and mid-sized clients. Your software portfolio includes a combination of SaaS and on-premises solutions.
What the role offers
* You operate with personal ownership and look for ways and means to improve performance all the time. Acts with urgency and a sense of accountability.
* You are curious and able to bring an energy and spirit of innovation to the role. Builds trust with others by acting authentically and with integrity.
* You apply a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sales process. Seen by clients as a trusted advisor.
* Pipeline Qualification (Pipeline Creation, Progression & Closure) – You use your expertise to seek out new opportunities and expand existing client footprints. You take ownership of pipeline creation to ensure sufficient coverage of the target. Continuous qualification whilst progressing the opportunity to close.
* Value-based selling – You identify key drivers of value for the customer and develop unique value propositions by articulating a vision that resonates with the customer. Selling outcomes, not products.
* Planning for Success – You demonstrate a structured, methodical approach to building and executing annual sales plans. You balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
* Orchestrating teams / working with partners – You build and develop cross-company pursuit teams to engage prospects in strategic sales. You collaborate with select partners to develop territories and expand sales coverage.
* Good sales hygiene – You provide accurate revenue forecasting, ensuring the CRM system is always up to date.
What you need to succeed
* Software SaaS or license sales experience, with a demonstrable track record of over-achievement and new business wins.
* A minimum 10 years’ experience as a Senior Account Executive, with at least 5 of those years in cybersecurity sales
* Directly related previous work experience is a definite plus. Application Security, IAM, DevSecOps, Content Security Solutions experience a distinct advantage.
* A strong network of client contacts at all levels within Enterprise organizations
* Experienced in following a sales methodology, territory management, account development, and opportunity management.
* Works effectively with our partners to drive additional revenue.
One Last Thing
OpenText is more than just a corporation; it's a global community where trust is foundational, the bar is raised, and outcomes are owned.