Senior Account Executive, Channels

OpenText; United States; On-site; USD 115,000 - 170,000; Full time

Job summary

OpenText is seeking a Senior Account Executive for Cybersecurity Data Security in the Mid-Market to drive revenue growth across a defined territory. You will own the complete sales cycle from discovery to close, build a healthy pipeline, and collaborate with Sales Engineering, Marketing, Client Success, and Product Management to deliver client outcomes.

You will engage clients via phone, email, and video, expand within existing accounts, and leverage AI tools to boost productivity and

Qualifications

• Bachelor's degree and 3-5 years of quota-carrying B2B technology sales experience.
• Ability to understand, position, and sell complex cybersecurity and technology solutions.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Experience using CRM platforms and Microsoft 365 tools, including Outlook, Word, Excel, PowerPoint, and Copilot.
• Self-motivated, collaborative, and growth-oriented mindset.
• Working knowledge of cybersecurity, data protection, Microsoft Modern Workplace, and Microsoft Security solutions preferred.

Responsibilities

• Own and grow a portfolio of mid-market accounts through new business acquisition, upselling, and cross-selling opportunities.
• Build and maintain a healthy pipeline through strategic prospecting, partner engagement, and opportunity development.
• Manage the full sales cycle, from discovery and qualification through solution positioning, demonstrations, proposal development, negotiation, and close.
• Collaborate closely with Sales Engineering, Marketing, Client Success, Product Management, and other cross-functional teams to advance opportunities and deliver client success.
• Engage clients through phone, email, video meetings, and virtual presentations to drive meaningful business outcomes.
• Maintain accurate forecasting, pipeline management, and CRM records to support business planning and execution.
• Build trusted advisor relationships with clients to drive retention, expansion, and long-term success.
• Work hand-in-hand with channel partners to identify, develop, and close mutually beneficial opportunities.
• Leverage AI-powered tools and technologies to increase productivity, improve client engagement, and accelerate sales execution.

Skills

Communication skills

Presentation skills

Negotiation

Relationship building

Discovery & listening

CRM tools

Microsoft 365

Cybersecurity knowledge

Education

Bachelor's degree

Tools

CRM platforms

Microsoft 365

Job description

OPENTEXT - THE INFORMATION COMPANY

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 are hiring talent AI can't replace to help us shape the future of information management. Join us.

YOUR IMPACT

As a Senior Account Executive on the OpenText Cybersecurity Data Security Mid-Market Sales Team, you'll be responsible for driving revenue growth through a combination of new client acquisition and expansion within existing accounts. You'll manage a defined territory of named accounts, own the complete sales cycle, and help organizations strengthen their cybersecurity posture with industry-leading OpenText solutions. This role is ideal for an ambitious, client-focused sales professional who is energized by technology, thrives in a fast-paced environment, and wants to accelerate your career within one of the world's leading cybersecurity organizations.

WHAT THE ROLE OFFERS

• Own and grow a portfolio of mid-market accounts through new business acquisition, upselling, and cross-selling opportunities.
• Build and maintain a healthy pipeline through strategic prospecting, partner engagement, and opportunity development.
• Manage the full sales cycle, from discovery and qualification through solution positioning, demonstrations, proposal development, negotiation, and close.
• Collaborate closely with Sales Engineering, Marketing, Client Success, Product Management, and other cross-functional teams to advance opportunities and deliver client success.
• Engage clients through phone, email, video meetings, and virtual presentations to drive meaningful business outcomes.
• Maintain accurate forecasting, pipeline management, and CRM records to support business planning and execution.
• Build trusted advisor relationships with clients to drive retention, expansion, and long-term success.
• Work hand-in-hand with channel partners to identify, develop, and close mutually beneficial opportunities.
• Leverage AI-powered tools and technologies to increase productivity, improve client engagement, and accelerate sales execution.

WHAT YOU NEED TO SUCCEED

• Bachelor's degree and 3-5 years of successful quota-carrying B2B technology sales experience with a consistent record of meeting or exceeding targets.
• Ability to quickly understand, position, and sell complex cybersecurity and technology solutions.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Proven ability to succeed in a fast-paced, performance-driven sales environment.
• Experience using CRM platforms and Microsoft 365 tools, including Outlook, Word, Excel, PowerPoint, and Copilot.
• Strong discovery and listening skills with the ability to uncover client challenges and articulate compelling business value.
• Self-motivated, collaborative, and growth-oriented mindset with a desire to continuously learn and develop.
• Working knowledge of cybersecurity, data protection, Microsoft Modern Workplace, and Microsoft Security solutions is preferred.

ONE LAST THING

OpenText is more than a corporation-it's a global community built on trust, character, and purpose. Here, we act ethically, care deeply about people, and always put our clients first. We help teams succeed through collaboration, tackle challenges with resilience, and innovate with intention.
Join us on our mission to drive positive change through privacy, technology, and teamwork. At OpenText, we don't just have a culture-we live our values. Choose us because you want to be part of a company that empowers you to make a meaningful impact.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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 submit a ticket at Ask HR. Our proactive approach foster collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. As you move through the hiring process, we're happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

Salary Range: $115,000-$170,000 + variable; Depending on the candidate's education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted.

California Residents: The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions.

AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.