Senior Account Executive- Federal/ITOM/ADM

OpenText; Ottawa; Remote; CAD 80,000 - 110,000; Full time

Job summary

OpenText is seeking a Public Sector Senior Account Executive to join its Canadian Sales Team. The role focuses on developing key client relationships and strategies to drive growth in IT Operations Management and Application Delivery Management. Ideal candidates will have a strong sales background with experience in the Canadian market, effective engagement skills, and demonstrated leadership in sales execution.

Qualifications

• 8–12 years of advanced sales experience, especially in software/IT.
• Demonstrated success in building executive relationships.
• Input in defining strategic direction and account planning.

Responsibilities

• Build and maintain a long-term software sales pipeline in ITOM and ADM.
• Develop and manage executive-level client relationships with C-level engagement.
• Lead strategic sales initiatives and proactive campaigns.

Skills

Sales Management

ITOM

ADM

Client Relationship Management

Strategic Prospecting

Education

Bachelor's Degree

Job description

OPENTEXT

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

AI-First. Future-Driven. Human-Centered.

At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We're hiring talent that AI can't replace to help us shape the future of information management. Join us.

YOUR IMPACT

Join our Canadian Sales Team as a Public Sector (Federal) Senior Account Executive and play a key role in driving growth and expanding our market presence. This is an exciting opportunity to showcase your expertise, build lasting executive-level relationships, and lead strategic sales initiatives. In this role, you'll be responsible for developing a territory from an established base of accounts, executing proactive campaigns to generate pipeline, and leveraging your specialized knowledge to prospect, qualify, negotiate, and close deals with both new and existing customers. We’re seeking a results-driven sales professional with experience inIT Operations Management (ITOM), or Application Delivery Management (ADM), with a strong understanding of the Canadian market.

Note: This role requires being remote in Ottawa

WHAT THE ROLE OFFERS

• Build and maintain a long-term software sales pipeline in ITOM, and ADM.
• Identify and pursue new opportunities to maximize customer value and drive growth.
• Define strategic direction for business development and solution replication.
• Sell complex enterprise solutions through a consultative, partnership-based approach.
• Develop and manage executive-level client relationships, including C-level engagement.
• Collaborate with new and existing customers to expand market share and pipeline.
• Leverage partner relationships to grow reach within accounts; channel experience is a strong asset.

WHAT YOU NEED TO SUCCEED

• Proven track record in enterprise software or IT sales with increasing responsibility.
• Strong initiative to build incremental pipeline through strategic prospecting.
• Deep understanding of product offerings, competitive landscape, and client pain points.
• Demonstrated leadership in strategic planning and execution using a defined sales methodology.
• Effective account planning and accurate revenue forecasting capabilities.
• Experience selling ITOM, or ADM solutions; Micro Focus experience is an asset.
• 8–12 years of advanced sales experience, with 2–3 years in your specialty area.

ONE LAST THING

OpenText is more than a company—it’s a global community built on trust, ownership, and high standards. With 4+ years of SaaS sales experience and a consistent track record of success, this is your opportunity to lead meaningful transformation in cyber resilience. Join us and help shape the future of secure, innovative business.

VOTRE IMPACT

Rejoignez notre équipe de vente canadienne en tant quePublic Sector Federal Account Executive et contribuez à accroître notre présence sur le marché. Ce rôle est idéal pour un expert capable de bâtir un territoire, générer un pipeline proactif, et conclure des affaires stratégiques dans les domaines de ITOM ou ADM. Si vous excellez à établir des relations exécutives et à stimuler la croissance, ce rôle est fait pour vous.

CE QUE LE RÔLE OFFRE

• Développer un pipeline de ventes logicielles à long terme en ITOM et ADM.
• Identifier de nouvelles opportunités pour accroître la valeur client et générer de la demande.
• Définir la stratégie de développement commercial et de réutilisation des solutions.
• Vendre des solutions complexes dans une approche collaborative et consultative.
• Créer et entretenir des relations de confiance jusqu’aux niveaux exécutifs (C-suite).
• Travailler avec des clients nouveaux et existants pour développer le territoire.
• Tirer parti des partenaires pour élargir la portée commerciale; une expérience en canaux est un atout.

CE DONT VOUS AVEZ BESOIN POUR RÉUSSIR

• Succès démontré en vente de logiciels d’entreprise avec responsabilités croissantes.
• Esprit d’initiative pour créer du pipeline via des campagnes de prospection ciblées.
• Solide compréhension des produits, de la concurrence et des défis clients.
• Expérience stratégique en ventes utilisant une méthodologie éprouvée.
• Capacité à planifier des comptes et prévoir les revenus avec précision.
• Expérience sectorielle dans la ITOM ou ADM, idéalement avec Micro Focus.
• 8 à 12 ans d’expérience en vente avancée, dont 2 à 3 ans dans le domaine souhaité.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.

If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at [e-mail]. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.