Sr. Account Executive

OpenText; United States; On-site; USD 225,000 - 275,000; Full time

Benefits offered by this job

Variable compensation opportunities

Vacation entitlement

Paid time off

Job summary

A leading technology firm is hiring an Account Executive in the United States. The role involves building a territory, developing relationships with clients, and driving proactive campaigns in IT Operations Management. Candidates should have at least 5 years of relevant sales experience and a strong understanding of enterprise IT solutions. A competitive compensation package is offered, including commission opportunities and benefits.

Qualifications

• At least 5 years of sales experience.
• Demonstrated achievement of high quotas.
• Extensive selling experience within the industry.

Responsibilities

• Develop a long-term sales pipeline.
• Capture leads outside of specialization.
• Establish relationships with clients up to C-level.

Skills

Sales experience selling enterprise IT solutions

IT operations understanding

Account planning skills

Knowledge of ITOM solutions

Consultative solution selling

Collaboration with teams

Customer relationship management

Education

University or bachelor’s degree

Selling experience in the industry

Job description

Overview

OPENTEXT - THE INFORMATION COMPANY: OpenText is a global leader in information management. We are AI-forward, future-driven, and human-centered. As a member of our team, you will partner with leading companies to tackle complex issues and contribute to projects that shape the future of digital transformation. Micro Focus, an OpenText company, is focused on creating software solutions and delivering services that redefine the future of digital, with AI-powered automation, observability, and cloud-native solutions.

We are hiring talent in AI and seek individuals who want to help us shape the future of information management. Join us.

Your Impact

We are seeking a motivated Sales professional to join our ITOM Sales team within the United States, National territory. This Account Executive role has a proven track record of building a territory from a base of accounts. You will drive proactive campaigns to build pipeline, prospect, qualify, negotiate, and close opportunities with both new and existing accounts, focusing on IT Operations Management (ITOM) solutions such as Service Management Automation X (SMAX), Operations Bridge (OpsBridge), Network Operations Management (NOM), Data Center Automation, and Hybrid Cloud Management (HCM).

Responsibilities

• Develop a long-term sales pipeline to increase market share in ITOM.
• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up.
• Identify new opportunities for value by expanding and enriching existing opportunities.
• Work with new and existing customers to set direction for business development and solution replication.
• Develop and own relationships with Micro Focus/OpenText client base and broader ecosystem.
• Establish professional, consultative relationships with clients up to C-level for mid-to-large accounts by understanding their unique business needs.
• Maintain knowledge of competitors to position ITOM solutions effectively.
• Develop quota objectives and future direction for the defined ITOM product category.
• Exceed a typical quota of $3M.
• Invest time to grow the external ecosystem by leveraging partner relationships.

What you need to succeed

• At least 5 years of sales experience selling enterprise IT solutions or consulting services to large customers.
• Understanding of IT operations and challenges in hybrid and multi-cloud environments.
• Account planning and accurate revenue forecasting skills.
• Strong knowledge of ITOM solutions such as SMAX, OpsBridge, NOM, HCM, and AIOps/Observability platforms.
• Consultative solution selling and business development skills to align client needs with ITOM solutions.
• Initiative and leadership to drive solution sales in accounts (prospecting, negotiating, closing).
• Collaboration with management, channel, and sales teams in shared accounts to integrate specialist sales with other activities.
• Cultivate and maintain positive relationships with customers for retention and growth.
• Knowledge of products, services, and competitors.
• Partner effectively with Professional Services to build account plans and drive incremental revenue.
• Knowledge of AIOps, observability, service management, and IT process automation.

Education and Applicable Experience Required

• University or bachelor’s degree; directly related prior work experience.
• Demonstrated achievement of progressively higher quota and broader customer interfaces.
• Extensive selling experience within the industry and on similar products.
• Typically 8-12 years of advanced sales experience.
• Project management skills.
• 2-3 years of product sales in the desired specialty.

One Last Thing

OpenText is a global community where trust is foundational and outcomes are owned. As an OpenText Account Executive, you drive IT transformation for global clients, solving complex IT challenges and accelerating their journey to the cloud. Your consultative expertise and success in complex sales cycles contribute to business growth and a competitive compensation package.

OpenText’s commitment to diversity and inclusion is reflected in our Equal Employment Opportunity Statement of Policy, promoting a respectful and empowering environment for employees of all backgrounds. If you need assistance or a reasonable accommodation during the application process, please contact [e-mail].

Compensation

We offer a benefits package that supports your physical, emotional, and financial wellbeing. Details are available on our What’s Inside page. We also provide information about compensation programs, including variable and commission opportunities, vacation entitlement, and paid time off during the hiring process.

Salary Range

Salary range: $300 OTE; Actual compensation may vary based on education, experience, skills, location, and internal equity.