OPENTEXT

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:

This position can be based in either Reading – UK, Paris -France or Grasbrunn- Germany. The ideal candidate needs to speak German and French.

OpenText has developed global Centers of Excellence for Account Development to support best-in-class cloud software technology and solutions.

As an Account Development Executive, you'll join a dynamic team focused on attracting prospects for OpenText solutions. Your role involves proactive outreach via cold calling, email, and social media. A basic understanding of B2B lead generation is required. If you're energetic, tech-savvy, and creative, this position offers growth opportunities in sales, pre-sales, or management within a global software organization. You'll receive top-notch onboarding, ongoing coaching, and personalized development for professional advancement.

ADEs partner with Account Executives to develop territory strategies, nurturing and qualifying leads to convert them into Sales-qualified opportunities and revenue. They collaborate with Sales & Solution Consultant Teams to progress opportunities through the sales pipeline. Prospect engagement involves outbound strategic prospecting and following up on inbound leads from global campaigns and regional marketing. Success is gauged by qualified pipeline creation, acceleration, and revenue, with activity-based metrics driving outcomes.

Outbound prospecting

· 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.

Opportunity progression

· 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.

Prospecting activity

· 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 & DiscoverOrg).

· 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 to excel:

· 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 calling prospects

· 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 execution

· Ability & desire for continuous learning

· Experience with Salesforce.com, Salesloft, LinkedIn Sales Navigator & ZoomInfo a plus.

· Understanding doing business in PL is a big advantage.

· Must speak fluent German, French and English.

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. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Roles requiring a significant amount of trust may require criminal history verification. Please ask your Talent Acquisition Advisor for more information if you have any questions.

OpenText does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract and a signed search assignment between Open Text and the recruitment agency or party requesting payment of a fee.