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Form of work
SalaryOPENTEXT
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.
The Opportunity
Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.
You are great at:
Develops long term sales pipeline in South & West Govt accounts 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.
Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
Works with the team to build an effective account plan and strategy to drive incremental revenue in the account.
Set direction for business development and solution replication in Govt departments
Should have experience in selling to state govt departments in south and west India.
Sell complex products or solutions to customers and may act as a dedicated resource to a few strategic accounts.
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 15+ years of related sales experience in Security portfolio with University or Bachelor's degree; Advanced University or MBA preferred.
Prior selling experience includes multiple, diverse set of selling responsibilities.
Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
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.
Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
Demonstrates leadership and initiative in successfully driving full portfolio including software and services needed for the customer's requirements.
Successful partner engagement experience and works effectively with our partners to drive additional revenue.
Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
Promotes services as part of all strategic opportunities.
Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
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.
