OPENTEXT – THE INFORMATION COMPANY
As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management.
The Opportunity
OpenText seeks an experienced Senior Enterprise Sales Executive to join our growing Carbonite + Webroot sales team. This team is responsible for achieving and exceeding personal revenue targets through direct pipeline generation, closing, and managing the ongoing growth of your named, Global System Integrators. This is a sell-to, quota-carrying role.
Our solution focus consists of Carbonite Availability, Recover/DRaaS, and Migrate solutions (ARM). ARM solutions offer our Global System Integrators data protection, disaster recovery, and cloud migration options to deliver a higher quality of service, at scale, in a world where businesses are always on. The goal of this team is to land and expand our ARM footprint in both the GSI market (primary focus) and enterprise market (secondary market). This role is critical to our growth strategy.
As a Sr. Enterprise Sales Executive, you will be responsible for selling across GSIs (from AEs to IT service delivery teams) and building a go-to-market business plan to develop, grow and cultivate ARM opportunities within named GSI accounts. You will become an expert in migration, disaster recovery, business continuity, and DRaaS. You will work closely with an assigned Solutions Engineer to build your business. You’ll play a key role in establishing the value proposition of the Availability, Migrate, and Recover (ARM) portfolio as your primary revenue stream within the GSI ecosystem.
To achieve your revenue target, you’ll need to build executive-level and strategic relationships within your named accounts. This dynamic role represents our ARM portfolio on the front line with some of the largest service integrators and requires strategic thinking and strong sales acumen. This role requires self-motivation, high energy, and a results-oriented mindset. The Carbonite Sr. Enterprise Sales Executive role is an exciting and rewarding opportunity within a growing industry to join a talented team of like-minded sales ‘hunters’ who share a passion for excellence and teamwork.
High Achievers Are Great At
- Achieving exceedingly quarterly and annual sales goals.
- Driving sales progress through a strategic sales process.
- Working effectively in internal and external cross-functional team settings.
- Building and nurturing top-down, key relationships within target accounts.
- Developing and implementing strategic business plans for your territory in conjunction with sales leadership on the company’s overall vision and business model.
- Identifying and selling into large, complex accounts.
- Coordinating and delivering sales and technical enablement to GSI delivery teams in collaboration with the sales engineering team – enabling our GSIs to think of us first when an RFP or cloud migration project arises.
- Maintaining high levels of activity and productivity in a highly autonomous, mostly virtual work environment.
- Resolving disputes and understanding contractual language.
- Attending virtual and in-person trade shows and industry-related events to solicit new target accounts.
What It Takes
- 10+ years of enterprise sales management experience, preferably in the GSI/SI space.
- Track record of proven success in achieving sales targets and driving sales growth.
- Outstanding presentation and communication skills, both written and verbal.
- Demonstrated knowledge of managing a sales process from pipeline generation to closing new business – in a complex sale cycle.
- Demonstrated ability to accurately forecast sales.
- Must be able to understand and articulate Carbonite and Webroot value propositions – tell the cyber resiliency story and how the ARM portfolio strengthens that position.
- Must be able to conduct market research and competitive analysis.
- Provide Quarterly Business Reviews for your business.
- Actively participate in industry events.
- Willingness to travel with easy airport access (up to 50% travel when permissible).
- Working knowledge of global systems integrators (GSI).
- Team player.
This job is expected to pay in the range of $101,000to $220,000USDin addition to a comprehensive and competitive group benefit and healthcare plan. Individual compensation will be determined based on skills and experience comparable to the job requirements.
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 1-800-499-6544.