Sr. Account Executive

Hiring Manager: Todd Weissman Talent Acquisition Advisor: Jodie Brown Job Code Level: SGP4 Refer Your Friends! 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 are hiring talent AI can't replace to help us shape the future of information management. Join us. ADM Account Executive: USA Federal Government OPENTEXT - THE INFORMATION COMPANY As the Information Company, our mission at Micro Focus, an OpenText company, 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 accelerating application delivery with testing, quality, and AI-powered automation. Your Impact: Micro Focus (now an OpenText company) is seeking a highly motivated Sales professional to join our DevOps Cloud Sales team. In this role, you will have the opportunity to work with cutting-edge technologies and help our clients deliver more and better software with OpenText application delivery management (ADM) solutions. If you have a passion for technology and a desire to help clients achieve their business goals, we encourage you to apply for this exciting opportunity. We are in search of someone to join our Application Delivery Management, Enterprise sales team to drive our Federal Government Business in the United States. This Account Executive (AE) should have a proven track record selling to various agencies of the federal government, understanding of government purchasing processes, building and driving RFP’s, knowledge of the government reseller ecosystem, and a successful track record of growing government technology business. You would be driving proactive campaigns to build pipeline, using specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities with both new and existing accounts. What the role offers: Developing a long-term sales pipeline to increase the company's market share in specialized areas. Capturing leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up. Using your expertise to seek out new opportunities for value by expanding and enhancing existing opportunities. Working with new and existing customers to set the direction for business development and solution replication. Developing and owning relationships with the Micro Focus client base and wider. Establish a professional, working, and consultative, relationship with clients Maintain knowledge of competitors in accounts to strategically position the company’s products and services better. Development of quota objectives and future direction for defined product category. Exceeding quota Investing time to know & grow your external ecosystem, by leveraging partner relationships to expand reach into accounts. What you need to succeed: At least 5 years of sales experience selling technology solutions and value to US Government entities Understand the industry and market segment in which key accounts are situated and integrate this knowledge into consultative selling. Account planning and accurate revenue forecasting skills. Strong knowledge of application delivery lifecycle solutions and services, especially Micro Focus’, as well as the software development landscape. Consultative solutions selling and business development skills to align the client's business needs with solutions. Initiative and leadership to drive solution sales in accounts - prospecting, negotiating, and closing deals. Collaborate with the management, channel team and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities. Cultivate and maintain positive relationships with customers to ensure account retention & growth. Develop a comprehensive knowledge of products and service offerings as well as competitor's offerings. Effective partnering with Professional Services account team to build an effective account plan and strategy to drive incremental revenue in account. Knowledge of application delivery, DevOps, and environments. Education and Applicable Experience Required: University or bachelor’s degree; directly related previous work experience. Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface. Extensive selling experience within industry and on similar products. Typically, 8-12 years of advanced sales experience. Project management skills 2-3 years of product sales in the desired specialty. ONE LAST THING OpenText is more than just a corporation, it's a global community where trust is foundational, the bar is raised, and outcomes are owned. As an Open Text Account Executive, you drive digital transformation for global clients, solving complex business challenges and accelerating their journey to the cloud. Your consultative expertise and success in complex sales cycles contribute directly to business growth, earning you a competitive compensation package that recognizes your substantial impact in shaping the digital enterprise landscape. OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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 submit a ticket at Ask HR. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace. Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. As you move through the hiring process, we’re happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off. Salary Range: $136K - $200K plus commission; Depending on the candidate’s education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted. AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.

The Account Executive will drive federal government business by managing the full sales cycle, from prospecting and pipeline development to negotiating and closing deals. They will cultivate consultative relationships with clients to align application delivery management solutions with business needs and drive revenue growth.

Candidates must have at least 5 years of experience selling technology solutions to US federal government entities and a deep understanding of government purchasing processes. A bachelor's degree and 8-12 years of advanced sales experience are typically required to succeed in this role.

• Health benefits • Financial wellbeing support • Paid time off • Vacation entitlement • Commission compensation

• VenteSouhaitée

Relevées dans la description du poste. Confirmez les exigences importantes ci-dessus.

• Sales
• Account management
• Federal government sales
• DevOps
• Application delivery management
• Consultative selling
• Pipeline development
• Revenue forecasting
• RFP management
• Business development
• Software sales
• Negotiation
• Strategic planning
• Cloud solutions
• Account planning
• Enterprise Sales
• Product Knowledge
• Sales Pipelines
• Software Solutions
• Revenue Forecasting
• Sales Prospecting
• Time Off Management
• Technology Solutions
• Digital Transformation
• Service Offerings
• Self-Motivation
• Account Planning
• Artificial Intelligence
• Software Development
• Automation
• Business Development
• Management
• Communication
• Complex Sales
• Consultative Selling
• Creativity
• Market Segmentation
• Selling Techniques
• Leadership
• Innovation
• Information Management
• Lead Management
• Market Share
• Project Management
• Purchasing
• Build Pipeline
• Request For Proposal
• Resume Screening
• Solution Selling
• Scheduling

• Sales
• Software
• Government & Public Sector
• Technology
• Consulting
• Account Executive
• Account Executive (General)
• Commercial Sales Representatives
• Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel

Formation minimale

Baccalauréat

Expérience minimale

10+ ans

Langue de l’offre

anglais

Heures de travail

40 heures par semaine