Sr. Account Executive, PS

About the Position

Sr. Account Executive, PS

Location: Tokyo, Tokyo, JPN

Category: Sales

reqId: 53401

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

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Responsibilities

• Accountable for business growth, company market share, and revenue increases.
• Manages all Professional Services sales activities.
• Sets quota and goals for sales team.
• Develops tactics to generate new sales.
• Provides input to the team on overall sales strategy, cost optimization, and disciplined process management (pipeline review, asset management, demo sales achievement, etc.).
• Ensures optimum sales coverage through direct and partner sales resources and different routes to markets.
• Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth. Implementation of master pipeline management.
• Builds lasting, consultative relationships with customer accounts.
• Coaches and supports sales teams and leadership in developing key and/or difficult account opportunities.
• Builds long-term growth opportunities using the Account Business Planning process.
• Develops the consultative, solution selling capability in their organization to develop compelling business cases to differentiate and highlight the value of the company’s broad portfolio.
• Ensures resource deployment encompasses end-to-end selling support across the Micro Focus business units.
• Engages Micro Focus Business Unit Sales Teams (Specialists, Channel Partners, and Alliance Partners) to fully leverage all of the company’s products and technology offerings.
• Works with the delivery team to ensure strong transition from sales to delivery and a successful customer outcome from all sales.
• Responsible for the profit and loss of the Professional Services business unit.
• Balances short term with long term planning and resource investment.
• Demonstrates thought leadership by directing the customer’s application of technology to new business problems.
• Creates a performance-driven culture that ensures the company has the best IT sales force in the industry.

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Requirements

• Education and Experience

  • University or Bachelor’s degree, advanced university or Master’s degree preferred.
  • 5-10 years of sales and progressive management experience.
  • 10-15 years of industry experience.
  • Demonstrated results in growing a business or expanding a market.

• Knowledge and Skills

  • Strategic Sales Planning & Implementation
  • Budget Management & Cost Optimization
  • P&L Management
  • Vertical Industry Acumen
  • Workforce Planning
  • Execution Management
  • C-Level Partnering
  • Competitive Positioning/Strategy
  • Solution Selling
  • Business and Financial Acumen
  • Change Management
  • Problem Solving
  • Global Presence
  • Leadership

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Impact/Scope

• Responsible for industry segment or geography.
• May have multi-country scope and impact.
• Responsible for all go-to-market sales motions.
• Senior level interaction with CXO customers and within the company.

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Complexity

• Experience in managing a broad and complex portfolio of products and services.
• Managing customers across a broad industry base and/or a large geographic region.

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We Offer

• Competitive salary
• Opportunity to work with a global leader in information management
• Professional growth and development opportunities
• Inclusive and diverse work environment

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About the Company

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 [email protected]. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

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