OPENTEXT - THE INFORMATION COMPANY
As the Information Company, our mission at OpenText 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 Enterprise
OpenText has developed global Centres of Excellence for Account
Development to support best-in-class cloud software technology and
solutions. This position will support Business Network, based in
As an Account Development Executive, you will be joining a
social, high-performing team required to collaborate with peers to
effectively attract and qualify prospects evaluating the purchase
of OpenText solutions. The successful incumbent will be comfortable
cold calling, cold emailing & engaging via social media and video.
It is important that you have a basic understanding of B2B lead
generation and business development. If you are energetic, tech
savvy, motivated and creative, this position will challenge and
enhance your skillset. This is a quota-carrying role for
career-minded individuals that offers a strong introduction and
foundation for a future role in Sales, pre-sales, solution
consultancy or management with a global software organization. You
will receive a best-in-class onboarding and continuous on the job
coaching and personalized development to support your professional
ADEs are responsible for partnering with their Account
Executives in the field to develop a territory strategy for
discovering, nurturing, and qualifying a pipeline of leads, and
converting those leads to Sales-qualified opportunities and
revenue. ADEs are also responsible for working with their Sales &
Solution Consultant Teams to actively support & progress
opportunities through the sales pipeline funnel to close. Their
prospecting activity is split between outbound, strategic
sales-driven prospecting, and following up inbound leads generated
from prospect and customer engagement activated by Global campaigns
and Regional Field Marketing. Success in this position is measured
by qualified pipeline creation, pipeline acceleration and revenue,
with activity-based metrics in place to achieve this outcome.
YOU ARE GREAT AT:
- This role uncovers & develops new business opportunities via
outbound cold calling into targeted enterprise-level accounts by
working strategically with an assigned Sales team of field-based
Account Executives, articulating business value through
persona-based research, storytelling, social selling, etc.
Inbound lead development
- This role is responsible for qualifying and developing new
business leads that come from prospect and customer engagement
across our campaigns and digital events to generate Sales Qualified
Leads (SQLs). An inbound lead provides the opportunity for the ADE
to build a profile of the customer pain points OpenText can resolve
and a 'way in' to the organization to map the buying process and
target additional contacts engaged in the process.
- ADEs will be assigned opportunities to progress working as part
of a 'win-team' with an Account Executive and Solution Consultant.
Activities include re-engagement to understand any blockers,
changes in the buying team or decision making process, change in
organizational priorities, as well as nurturing additional
relationships to move the opportunity forward.
- This role will act as a trusted business advisor and build
customer relationships via outbound telephone cold-calling and the
use of email, social media and video engagement
- This role identifies key contacts and target accounts through
Salesforce.com and desk-based research tools (e.g., LinkedIn &
- All lead generation activity, progress & forecasting is tracked
and managed within Salesforce.com and Outreach using the approved
processes and tools. ADEs provide weekly progress & forecasting
updates in their manager 1:1 meeting
- ADEs qualify leads using the B2B BANT criteria: Budget,
Authority, Need, Timeline and against approved prospecting
sequences within Outreach
- Sales Qualified Leads (SQL) are approved and monitored for
quality via our SQL definition process agreed with Sales.
WHAT IT TAKES:
- Achievement of quarterly targets
- Strong interpersonal and effective verbal and written
communication skills, with the ability to listen and understand a
prospect's business challenges
- Ability to work unsupervised and within a team environment
- Creative, can-do attitude when researching leads and cold
- Ability to adapt in a fast-paced, high-growth tech environment
- only constant is change
- Strong organizational, planning and prioritization skills
- Goal-oriented, positive, self-starter with strong analytical
skills and a track record of autonomy, ownership, and
- Ability & desire for continuous learning
- Experience with Salesforce.com, Outreach, LinkedIn Sales
Navigator & DiscoverOrg a plus.
- Graduate or 1-2 years of proven successful outbound lead
generation experience in a technology environment preferred
At OpenText we understand and value diversity in our employees
and are proud to be an Equal Opportunity Employer. We hire the best
talent regardless of race, creed, color, national origin, ancestry,
disability, marital status, sex, age, veteran status or sexual
orientation. If you require accommodation at any time during the
recruitment process please email
email@example.com. Applicants have rights under
Federal Employment Laws including but not limited to: Family and
Medical Leave Act (FLMA), Equal Employment Opportunity and Employee
Polygraph Protection Act
OPENTEXT - THE INFORMATION COMPANY
Our growing team is mapping the future of Information
Management, and we continue to make new discoveries that expand its
boundaries. Join us and be part of a winning team, where the
opportunities for your career are limitless.
From its innovative start as a research project by University of
Waterloo professors in 1991, OpenText has grown into a global
company with offices in more than 35 countries. Our high-
performance culture has forged our growth and is an excellent fit
for people looking to push themselves to learn and do more.
It's our time to lead, and as part of our team, it will be your
time too. Our continued growth will provide you the opportunity to
explore, learn and chart an exciting career path while enjoying a
good work-life balance.
If you thrive in a dynamic work environment, there is always a
new horizon to explore. We are proud to offer excellent benefits,
challenging work and competitive financial rewards.
Our employee programs prioritize employees' well-being and that
of their families. We offer a comprehensive benefit plan, education
assistance, a wellness/fitness reimbursement and time off to
With offices around the world and flexible work arrangements,
OpenText strives to make sure all our employees feel connected.
Teamwork extends to our social lives too from local social events
to company-wide activities, we want our employees to take time to
relax and have fun.
Corporate Citizenship is more than a program for us, it is
engrained in our purpose, impact, and approach to doing business.
Through numerous volunteer initiatives, we support education and
innovation for global change.
Explore your career and your potential. Become an OpenText