Account Executive – OpenText Solution Sales

📋 Description

• Drive customer acquisition by engaging in outbound prospecting, establishing relationships, and identifying ideal accounts and market gaps.

• Manage the complete sales cycle, from initial discovery and solution formulation to proposal preparation, contract negotiations, and closing sales.

• Conduct strategic discovery sessions to effectively diagnose the business challenges faced by prospective customers in SAP, OpenText, and related enterprise application settings.

• Adhere to a structured sales process (e.g., set qualification criteria, next-step diligence, accurate forecasting) and keep CRM updates precise and timely.

• Articulate Qellus’ unique value proposition clearly and translate technical capabilities into persuasive business outcomes.

• Build and sustain an opportunity pipeline by researching and targeting qualified prospects while leveraging industry events, partnerships, referrals, SAP channel relationships, and other customer acquisition strategies.

• Qualify and prioritize opportunities effectively based on strategic alignment, potential business impact, and our established qualification criteria.

• Collaborate with Qellus' delivery and solution architecture teams to design tailored solutions that meet specific client needs.

• Cultivate and manage relationships with SAP ecosystem partners and stakeholders to create channel-sourced and co-selling opportunities.

• Stay abreast of trends in OpenText, SAP, and the ECM industry to position Qellus’ solutions amid emerging challenges and demands.

• Offer insights and suggestions to marketing and leadership teams regarding messaging and campaigns that can enhance pipeline growth.

• This role is entirely remote and requires occasional travel (averaging 10-20%) to various client sites and events across the U.S., with some potential for international travel.

⛳️ Requirements

• Bachelor’s degree or equivalent relevant experience.

• Over 5 years of consultative solution sales experience, focusing on OpenText-related solutions and/or services in enterprise content management (ECM).

• Familiarity with enterprise content management (ECM), information governance, document management, and OpenText solution portfolios.

• Proven track record as a "hunter": consistently achieving or surpassing net-new revenue and pipeline goals.

• Demonstrated capability in following a structured sales process and accurately forecasting pipeline metrics.

• Experience in developing and executing SAP channel/co-sell motions, including relationships with SAP partners and the SAP ecosystem.

• Strong understanding of SAP and its solution ecosystem.

• Preferred knowledge of S/4HANA and enterprise asset management (EAM) environments (e.g., IBM Maximo); selling into these environments is essential.

• Experience in selling IT consulting services and integrated solution sales.

• Ability to create customer-specific proposals and executive-level presentations.

• Excellent communication skills and proficiency in IT concepts.

🏝️ Benefits

• Medical, Dental and Vision Insurance

• 401(k) with employer match

• Paid Time Off

• 8 Paid Holidays

• 3 Floating Holidays

• Short- and long-term Disability

• Company-paid life insurance and AD&D

• Employee-paid supplemental life insurance

• Bring Your Own Device (BYOD) program

• Opportunities for professional growth and development

• Maternity and Paternity Leave

• Personal Leave

• Referral bonus program