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:

Lead Renewals Account Representative will renew existing maintenance contracts and manage large accounts renewals and maintain/build relationships with business users and procurements and C-level management by establishing a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.

You are great at:

• Actively renew our existing maintenance contracts and achieve targeted renewal rate. 

• Responsible for managing large Government and BFSI accounts.

• Focus on growing contractual renewals for large size accounts with complexity & mid-size accounts with limited complexity.

• Work with license team for upgrade and upsell opportunity and go for joint pursuit calls.

• Manage large accounts renewals and maintain/build relationship with business users and procurements and C-level management. Work and build strong partner eco-system.

• Manage sales pipeline in advance.

• Achieve renewals sales targets.

• Formulate and upsell premier services opportunities.

• Regular check on the version currency of the customer and educate them to upgrade to the latest version available.

• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.

• Work with the client up to IT management level.

• Product knowledge of ITOM and ADM will be preferred.

What it takes:

• University or bachelor’s degree preferred.

• Typically, 5-10 years of experience in specialty sales /renewal sales prefer.

• Demonstrated achievement of progressively higher quota, diversity of business customer and higher-level customer interface.

• Detailed knowledge of key customer types or customers on given products.

• Knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.

• Solid communication and presentation skills within IT at the manager level.

• Detailed and structured to ensure all renewals are renewed on time. 

• Strong negotiation skills

• Experience in handling end users' sales 

• Regular use of SFDC updating deal profile and forecasting accurately.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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 accommodations@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.