Account Development Executive

OPENTEXT
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.
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 ITOM/DevOps Division based in our Addison office in Texas, US.
As an Account Development Executive, you will be joining a social, high-performing team required to collaborate with peers to effectively attract and qualify prospects evaluating the purchase of OpenText solutions. The successful incumbent will be comfortable cold calling, cold emailing & engaging via social media and video. It is important that you have a basic understanding of B2B lead generation and business development. If you are energetic, tech savvy, motivated and creative, this position will challenge and enhance your skillset. This is a quota-carrying role for career-minded individuals that offers a strong introduction and foundation for a future role in Sales, pre-sales, solution consultancy or management with a global software organization. You will receive a best-in-class onboarding and continuous on the job coaching and personalized development to support your professional growth.
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 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). 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 'win-team' with an Account Executive and Solution Consultant. Activities include re-engagement 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

• This role will act as a trusted business advisor and build customer relationships via outbound telephone cold-calling and the use of email, social media and video engagement
• This role identifies key contacts and target accounts through Salesforce.com and desk-based research tools (e.g., LinkedIn & DiscoverOrg).
• All lead generation activity, progress & forecasting is tracked and managed within Salesforce.com and Outreach using the approved processes and tools. ADEs provide weekly progress & forecasting updates in their manager 1:1 meeting
• 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, can-do attitude when researching leads and cold calling prospects
• Ability to adapt in a fast-paced, high-growth tech environment - only constant is change
• Strong organizational, planning and prioritization skills
• Goal-oriented, positive, self-starter with strong analytical skills and a track record of autonomy, ownership, and execution
• Ability & desire for continuous learning
• Experience with Salesforce.com, Outreach, LinkedIn Sales Navigator, Office Suite & DiscoverOrg a plus.
• Graduate or 1-2 years of proven successful outbound lead generation experience in a technology environment preferred

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 Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.
OPENTEXT - THE INFORMATION COMPANY
We believe that our values are the compass that steers us in the right direction and helps us stay true to our mission. These values will not only guide our everyday decisions but also influence our strategic direction and the way we work. They reflect who we are as individuals and as a collective force, uniting us in our shared purpose.
CREATE THE FUTURE
We create economic growth that is inclusive and sustainable.
BE DESERVING OF TRUST
The world's most trusted companies trust OpenText, and we demonstrate this in our actions as individuals, as a company, and as technology.
WE, NOT I
We build global communities of purpose and challenge by supporting each other to exceed expectations and solve complex problems.
RAISE THE BAR
We set high standards and exceptions, to learn, to be better.
OWN THE OUTCOME
We tap into our creativity to deliver incredible experiences for customers, to ourselves, and for our planet.
"We believe a workplace should be human above all else. We ask excellence of our employees and reward it by creating an environment that is welcoming, challenging and that encourages real growth and development, not empty platitudes, or trinkets." - Mark Barrenechea, CEO & CTO