Senior Account Executive (Vertica)

OPENTEXT
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.

WHO WE ARE

We’re the Vertica (OpenText Analytics AI) team with offices around the world, and the brains behind the analytics database that is taking the industry by storm. Our customers store petabytes of data and ask whatever questions they want; it’s our job to make that easy and fast. Vertica operates as a product and solutions group within Micro Focus (OpenText). Think of us as a mature start-up that has maintained that small-company atmosphere and hunger to achieve more, while enjoying the backing of a large stable company. Want to sell a proven analytical database trusted by hundreds of data-driven organizations? Learn more at www.vertica.com

YOUR IMPACT

The Vertica Senior Account Executive is an experienced software sales athlete responsible for delivering license software sales with large existing customers. The primary opportunity is upselling and cross-selling into existing customer whitespace and focusing on new customer acquisition. This incumbent will build strong relationships by networking within the account base and leverage the broader team to identify contacts and sales opportunities. Focused on selling our big data analytics platform, this Senior Account Executive will develop relationships with the highest level of IT and Business management to communicate our value proposition and deliver license software sales.

WHAT THE ROLE OFFERS

1. Responsible for creating and driving their sales pipeline.
2. Maintains knowledge of competitors in account to strategically position the company's products and services better.
3. Use expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
4. Development of quota objectives and future direction for defined product category.
5. Establish a professional, working, and consultative relationship with the client, up to and 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.
6. May invest time working with and leveraging external partners (Distribution and Channels) to deliver sales.
7. Directs or coordinates supporting sales activities.

WHAT YOU NEED TO SUCCEED

Education and Experience Required:

1. Directly related previous work experience.
2. Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
3. Extensive selling experience within the Data Analytics industry and on similar products.
4. Typically minimum 3-4 years of software sales experience.
5. Preferable with 2-3 years of product sales in the desired specialty (Big Data, Data warehouse, Business Intelligence, Predictive Analytics etc.)

Knowledge and Skills:

1. Basic understanding of sales CRM systems (e.g. Salesforce).
2. Knowledge of sales funnel management and Sales forecasting process.
3. Strong listening skills to help evaluate the customer needs and tailor solution messages to the customer based on their business needs and ties-in additional promotional campaigns, upgrades or extended portfolio of products/services.
4. Ability to demonstrate strong productivity and high level of activity within existing accounts to uncover new business and take ownership for developing early stage opportunities.
5. Show a "hunting" sales approach to new business pursuits for new logo acquisitions.
6. Knowledge of the Data Analytics industry preferred.
7. Willingness to learn and develop thorough knowledge of the Vertica technology and existing customers current solution architecture.

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 hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.