Account Executive

**Hiring Manager**: Sandeep Sadhukhan

**Talent Acquisition Advisor**:Arunima Raina

**Job Code Level**: SGP2



**The Opportunity**:
Account executives are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with cross functional teams - Channels, Pre Sales, Professional Services, Marketing to drive proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. Covers a designated geography to drive new business as well as manage and grow existing accounts.

**You are great at**:

- Develops long term sales pipeline to increase the company's market share in specialized area.
- Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
- Set direction for business development and solution replication. Creates and grows reference customers.
- Sell complex products or solutions to customers on a partnership basis.May act as a dedicated resource to a few strategic accounts.
- Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
- Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
- Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
- Understands the leverage of services as part of strategic portfolio and promotes services as part of all strategic opportunities.
- Maintain and use overall cross-portfolio knowledge to demonstrate the value of the Opentext portfolio.
- Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
- Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

**What it takes**:

- Typically 10+ years of related sales experience with university or Bachelor's degree; Advanced University or MBA preferred.
- Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
- Prior selling experience includes multiple, diverse set of selling responsibilities.
- Viewed as expert in given field by company and customer and considered a mentor of selling strategy, including designing strategy.
- Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
- Uses expertise specialty, value based selling and business case development to align the client's business needs with our solution.
- In-depth knowledge of client's business, organizational structure, business processes and financial structure.
- Balance strategic and tactical pursuits to optimize account/territory coverage and achieve quarterly/yearly targets.
- Works collaboratively with internal teams to build an effective account plan and strategy to drive incremental revenue in the account.
- Successful partner engagement experience. Works effectively with our partners to drive additional revenue.
- Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
- Achieving Quarterly and Full Year Targets.