Account Development Executive - Waterloo, Canada - opentext

opentext

Verified Company

Waterloo, Canada

1 week ago

Posted by:

Sophia Lee

beBee Recruiter

Description

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 Information Management.

The Opportunity:

OpenText has developed global Centres of Excellence for Account Development to support best-in-class cloud software technology and solutions. This position will support the Digital Experience (DX) division, based in our Waterloo Office.

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.

Outbound prospecting

This role uncovers & develops new business opportunities via outbound cold calling into targeted enterpriselevel accounts by working strategically with an assigned Sales team of fieldbased Account Executives, articulating business value through personabased 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 'winteam' with an Account Executive and Solution Consultant. Activities include reengagement 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

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, cando attitude when researching leads and cold calling prospects
Ability to adapt in a fastpaced, highgrowth tech environment only constant is change
Strong organizational, planning and prioritization skills
Goaloriented, positive, selfstarter with strong analytical skills and a track record of autonomy, ownership, and execution
Ability & desire for continuous learning
Graduate or 12 years of proven successful outbound lead generation experience in a technology environment preferred