Senior Account Executive, Cybersecurity

Open Text Corporation - Pleasanton, CA

Full-time - Senior

Pleasanton, CA

Furniture, Home Furnishings, Electronics, and Appliance Retailers

About the position

The Senior Account Executive, Cybersecurity at OpenText is responsible for leading sales initiatives within assigned accounts, focusing on specialized areas such as Application Security, Data Security, Identity & Access Management, and Security Operations. This role involves collaborating with various teams to generate leads, manage the sales process, and build long-term relationships with clients to drive adoption and sustainable customer value. The position requires a strategic approach to sales, leveraging industry knowledge to exceed quotas and contribute to the company's growth in the cybersecurity sector.

Responsibilities

• Lead pursuit in assigned focus areas and manage named accounts within a designated geography.
• Collaborate with Solution Engineers, Product Leaders, and Channel Organization to provide specialist expertise.
• Drive proactive initiatives to generate pipeline through direct prospecting, networking, and BDR campaigns.
• Manage the sales process from solutions identification to solution delivery for successful product placement.
• Develop a sales plan addressing customer requirements with an associated return on investment.
• Guide customers through the buying process and challenge their thinking with appropriate resources.
• Build a long-term sales pipeline to increase market share in specialized areas.
• Establish authentic relationships with decision makers and influencers to drive adoption.
• Sell complex solutions across multiple verticals and maintain broad market knowledge.
• Document the sales motion in the CRM system and accurately forecast opportunities.
• Complete the contract process accurately and exceed quota for assigned accounts.

Requirements

• 5+ years of successful software sales experience in Application Security, Data Security, Identity & Access Management, or Security Operations.
• Typically, 8+ years of enterprise software sales experience with results in closing large complex deals.
• University or bachelor's degree.
• Effective communication skills, both written and spoken.
• Ability to tell compelling customer stories that inspire change.
• In-depth knowledge of enterprise organizational structure, business processes, and financial structure.
• Considerable knowledge of common infrastructure and architecture.
• Demonstrates leadership and initiative in driving sales, prospecting, negotiating, and closing deals.
• Ability to build an effective business case reflecting the value of enterprise software solutions.
• Balance strategic and tactical pursuits to optimize coverage and develop predictable revenue streams.
• Team player who collaborates with the account team to build effective account plans and strategies.

Nice-to-haves

• Successful partner engagement experience leveraging GSI, regional integrators, and VARs.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

Benefits

• Diversity and inclusion initiatives
• Support for personal growth and development
• Collaborative work environment
• Opportunities for innovation and creativity