Account Executive selling hybrid IT, cloud, cybersecurity, and digital - transformation solutions to Ontario public - sector and enterprise clients. Managing strategic accounts, complex sales cycles, and cross - functional delivery for Long View, a Canadian IT provider.
About the role
- Enterprise Account Executive selling OpenText application delivery, DevOps, and AI-powered automation solutions in Canada. Building pipelines, managing strategic accounts, and closing complex enterprise and government deals.
Responsibilities
- Develop a long-term sales pipeline to increase market share in specialized areas
- Capture leads outside the specialization and ensure assignment and follow-up through closed-loop lead management
- Seek new opportunities by expanding and enhancing existing opportunities
- Set the direction for business development and solution replication with new and existing customers
- Develop and own relationships with the Micro Focus client base and wider ecosystem
- Establish professional, working, consultative relationships with clients through C-level for mid-to-large accounts
- Understand clients' unique business needs within their industries
- Maintain competitor knowledge to strategically position products and services
- Develop quota objectives and future direction for the defined product category
- Exceed a typical $3M quota
- Grow the external ecosystem and leverage partner relationships to expand account reach
- Prospect, qualify, negotiate, and close opportunities with new and existing accounts
- Collaborate with management, channel, and sales teams in shared accounts
- Cultivate customer relationships to ensure account retention and growth
- Partner with Professional Services account teams to build account plans and strategies driving incremental revenue
Requirements
- At least 5 years of sales experience selling solutions and value to large enterprise customers and government entities
- Understanding of the industry and market segment of key accounts and ability to apply this knowledge to consultative selling
- Account planning and accurate revenue forecasting skills
- Strong knowledge of application delivery lifecycle solutions and services, especially Micro Focus solutions
- Knowledge of the software development landscape
- Consultative solutions selling and business development skills
- Initiative and leadership to drive prospecting, negotiation, and deal closure
- Ability to collaborate with management, channel teams, and sales teams
- Ability to cultivate and maintain customer relationships for account retention and growth
- Comprehensive knowledge of product, service, and competitor offerings
- Effective partnering with Professional Services account teams
- Knowledge of application delivery, DevOps, and environments
- University or bachelor's degree
- Directly related previous work experience
- Demonstrated achievement of progressively higher quota, diversity of business customers, and higher-level customer interface
- Extensive selling experience within the 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
Benefits
- Competitive compensation package
- Variable and commission compensation opportunities for eligible roles
- Vacation entitlement
- Paid time off
- Benefits package supporting physical, emotional, and financial wellbeing
- Reasonable accommodation during the application or recruiting process
- Respectful and empowering workplace
- Personal growth opportunities
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