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.
Account Development Executive (ADE)The Opportunity:
OpenText has developed global Centres of Excellence for Account Development to support best-in-class cloud software technology and solutions. 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.
Responsibilities: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).Opportunity progression: ADEs will be assigned opportunities to progress working as part of a 'win-team' with an Account Executive and Solution Consultant.Prospecting activity: ADEs qualify leads using the B2B BANT criteria: Budget, Authority, Need, Timeline.What it takes to excel:Achievement of quarterly targetsStrong interpersonal and effective verbal and written communication skills, with the ability to listen and understand a prospect's business challengesAbility to work unsupervised and within a team environmentCreative, can-do attitude when researching leads and cold calling prospectsAbility to adapt in a fast-paced, high-growth tech environmentStrong organizational, planning and prioritization skillsGoal-oriented, positive, self-starter with strong analytical skills and a track record of autonomy, ownership, and executionAbility & desire for continuous learningGraduate or 1-2 years of proven successful outbound lead generation experience in a technology environment
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