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About the Role

At OpenText, AI drives innovation, transforms work, and empowers digital knowledge workers. We seek talent that AI cannot replace to shape the future of information management. Our software solutions enable organizations to build on existing foundations, offering secure, scalable platforms with integrated analytics. These solutions bridge existing and emerging IT, accelerating digital transformations across DevOps, Hybrid IT, Security, and Predictive Analytics. Sales Specialists & Consultants lead pursuits in assigned focus areas, supporting Account Managers with specialist expertise. They drive proactive campaigns, prospect, qualify, negotiate, and close opportunities using specialized knowledge and skills. Roles may involve named accounts, designated geographies, or high-potential competitive accounts.

Responsibilities

Create and drive the Enterprise DevOps and Hybrid IT Management sales pipeline.
Capture leads outside specialization and ensure follow-up through closed-loop lead management.
Maintain knowledge of competitors to strategically position company products and services.
Drive partner Go-To-Market business for target industries.
Utilize specialty expertise to identify new opportunities and expand existing ones to build pipeline and drive pursuit.
Develop quota objectives and future direction for defined product categories.
Establish professional, working, and consultative relationships with clients and key partners, including C-level for large accounts, by understanding unique business needs.
Organize and lead proposal teams across business units.
Leverage external partners to facilitate sales.

Requirements

University or bachelor’s degree with directly related previous work experience.
Demonstrated achievement of progressively higher quota, diverse business customers, and higher-level customer interfaces.
Typically, 7+ years of enterprise sales experience.
3+ years of enterprise software sales history (not point-to-point products).
Enterprise DevOps sales experience in Application Lifecycle Management, Functional Test Automation, Performance Testing, DevOps, and Mobility Testing.
Hybrid IT Management sales experience in IT operations management, Data center Automation, Enterprise Service Management, and Integrated Monitoring Solution.
3+ years of IT Operations management sales involving complex, cross-portfolio proposals.

Skills

Expert knowledge of Application Lifecycle Management
Expert knowledge of Functional Test Automation
Expert knowledge of Performance Testing
Expert knowledge of DevOps
Expert knowledge of Mobility products
Expert knowledge of Hybrid IT Management
Expert knowledge of Data Center Automation
Expert knowledge of Integrated Monitoring
Knowledge of Agile Development and CI/CD tools (a plus)
Knowledge of competitor's offerings
Understanding of industry and market segments for key accounts, integrating this into consultative selling with quantified impact
Understanding of IT's role within specialization and how company solutions address vertical industry challenges and cross-segment capabilities
Extensive account planning skills, monitoring customer news, IR information, and industry trends to preemptively address unidentified challenges
Accurate account revenue creation and forecasting skills
Ability to cultivate and maintain positive customer relationships for account retention and growth, positioning the company as the preferred vendor
Ability to establish professional working relationships, up to the executive level, with clients and major SIers
Demonstrated ownership and initiative in driving specialty sales (prospecting, negotiating, closing deals)
Ability to leverage the company's portfolio to gain competitive advantage
Expert utilization of Salesforce for accurate business forecasting
Ability to leverage Professional Services as part of strategic product sales
Expertise in industry trends, associated solutions, and key partner/ISV solutions
Expertise in IT at all levels, including new applications, maintenance, CIO budgets, objectives, measures, and metrics

Experience Level

7+ years of enterprise sales experience
3+ years of enterprise software sales history
3+ years of IT Operations management sales

Education Level

University or bachelor’s degree

About the Company

OpenText is AI-First, Future-Driven, and Human-Centered.
AI is central to OpenText's operations, powering innovation, transforming work, and empowering digital knowledge workers.
OpenText's software solutions enable organizations to build on existing foundations, offering secure, scalable platforms with integrated analytics.
Solutions bridge existing and emerging IT, accelerating digital transformations across DevOps, Hybrid IT, Security, and Predictive Analytics.
The company's portfolio includes Enterprise DevOps, Hybrid IT Management, Security and Info Governance, and Big Data, Machine Learning, & Analytics.

Equal Opportunity

OpenText's commitment to an inclusive work environment exceeds legal compliance.
The Employment Equity and Diversity Policy ensures a working environment inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other protected bases.
Assistance or reasonable accommodation for disabilities during the application or recruiting process is available via Ask HR.
A proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.