OPENTEXT - THE INFORMATION COMPANY
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.
AI-First. Future-Driven. Human-Centered
At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We're hiring talent that AI can't replace to help us shape the future of information management. Join us.
YOUR IMPACT
Sales Specialists & Consultants at OpenText play a critical role in driving growth for OSM solutions by leading sales pursuits within their assigned focus areas. OpenText is seeking a Sales Specialist & Consultant – OSM based in Chennai, responsible for managing and growing strategic enterprise accounts across the Chennai and Kerala regions. In this role, you will work closely with Account Managers to provide deep solution expertise throughout the sales cycle, proactively build and manage a strong pipeline through targeted campaigns and prospecting, and leverage specialized knowledge to qualify opportunities, negotiate effectively, and close complex deals. Your impact will be reflected in accelerated revenue growth, expanded footprint within strategic enterprise accounts, and success in competitive sales environments.
WHAT THE ROLE OFFERS
- Responsible for creating and driving sales for accounts in the Tamil Nadu & Kerala region.
- Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
- Maintain knowledge of competitors in account to strategically position Micro Focus products and services better.
- Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
- Development of quota objectives and future direction for defined product category.
- Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
- Works on Opentext's larger accounts in the specified Region of India
- Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
WHAT YOU NEED TO SUCCEED
- Demonstrated achievement of progressively higher quota, diversity of business customer, and higher-level customer interface.
- Typically, 15+ years of advanced sales experience within industry and on similar products.
- Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
- Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
- Cultivates & maintains positive relationships with customers to ensure account retention & growth and positions the company as the preferred vendor for meeting all business needs.
- Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
- Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
- Deep knowledge of products, solution or service offerings as well as competitor's offerings.
- Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
