Director Sales, Enterprise Software Federal Govt

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.

OpenText enables the digital world as the global leader in Enterprise Information Management, both on premises or in the cloud. We embrace all things digital and are committed to being the Best Place to Work for our Employees in over 140 locations around the world.

We obsess over our customers to ensure they are wildly successful in embracing the Digital World. Our customers entrust us with their most important information, we need to be their most trusted partner. What we do, we do well. What we create, we do purposefully to impact the world. If you believe in this and are passionate about enabling the Digital World then let OpenText turn your career vision into reality.

The Opportunity

We are looking for a high-energy, driven Sales Director with solid technology business-to-business sales experience. The selected candidate will lead and manage the regional sales organization for Enterprise software, maintenance, SaaS, and services. Accountable for growing this enterprise software business and achieving region revenue, bookings, gross margin, market penetration, installed base retention, and cost control objectives.

Drives and supports BU business models, go-to-market strategies, and sales/marketing initiatives for regional effectiveness. Ensures optimal and increased account coverage through direct and partner sales resources. Develops and grows sales people and management to ensure maximum productivity and to ensure qualified sales talent base that is ready and able to support future growth. Supports sales leadership and front-line sales in developing key and/or difficult account opportunities.

You Are Great At

• Advocating for the Business. Working with internal and external stakeholders to drive the business. Working with business unit and sibling sales organizations to drive Enterprise sales opportunities. Advocating for improvements or changes needed for business success. Demonstrating in depth knowledge of the market, competition and customer requirements. Providing external leadership to industry, community, press.
• Achieving the Americas sales and profit plan. Delivering the regional sales revenue, bookings and profit targets for OpenText Enterprise software license, SaaS, maintenance and services. Growing the business and increase OT market share. Managing cost items and discretionary spend, including travel, to specified targets.
• Implementing Effective Sales Management Processes. Developing and deploying effective sales management and operational practices. Forecasting accurately. Coordinating all sales activities in the area-of-control. Building long-term growth opportunities using an Account Business Planning process. Defining, implementing and managing processes for pipeline management, forecasting, strategic account development and performance management. Establishing sales activity targets for such things as face to face call frequency, demo activity, proposal activity, prospect calling, pipeline size and deal closure.
• Developing & Deploying Sales Coverage. Working with sales operations to define coverage strategy and deploying the optimal sales coverage model, given field selling cost targets. This includes defining the right number and mix of sales executives and presales engineers. This also includes defining territory assignments that comprehend geographic and industry vertical opportunities and objectives.
• Sales Organization Building and Development: Recruiting high-caliber talent, defining optimal team structure & R&R, and provide meaningful input to compensation plans. Keeping territories filled and ensuring optimal sales capacity, within budget constraints. Developing sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth. Implementing of master pipeline management. Developing the consultative, solution selling capability in their organization so that sales personnel can deliver compelling business cases that differentiate and highlight the value of OpenText’s broad portfolio.
• Developing Customer Opportunities. Coaching and supporting sales team and leadership in developing key and/or difficult account opportunities. Building lasting, consultative relationships with C-level executives in customer accounts. Representing OpenText on global accounts with cultural sensitivity and business maturity.
• Building and Managing a Robust Sales Pipeline. Building a pipeline sufficient to consistently deliver on quarterly and annual booking and revenue targets. Defining and executing “sales plays” that grow the base and generate new logo opportunities. Developing a prospecting and “hunting” culture. Maintaining requested reporting and regular opportunity inspection, to ensure accurate pipeline.
• Developing and supporting a Partner Eco-system. In partnership with the alliance and partner organization, developing a network of alliances and channel partners that expand our market coverage and enhance the completeness and strength of our portfolio and value proposition.

What It Takes

• Personal Strength & Maturity: Openness to change; takes responsibility for difficult decisions and for mistakes; evokes confidence in those working with him/her; personal consistency.
• Sales Organization Building and Development: Demonstrated ability to recruit high-caliber talent, define optimal team structure & R&R, provide meaningful input to compensation plans. Keeps territories filled and ensures optimal sales capacity, within budget constraints.
• Industry Knowledge & Expertise: Understands market landscape, industry trends and has relationships with key influencers. Scope includes competitors, partners, consultants, trade organizations, and major customers. Effective and credible with industry leaders when engaged.
• Passion & Personal Drive: Unwavering commitment and determination to do what is necessary to ensure business success; genuine and deep concern for customers, our people, and the business; constantly and creatively thinking about the business; proven work ethic; self-starter/self-motivator
• Solution / Offering Knowledge & Expertise: Can clearly and succinctly articulate value proposition for what OT does well. Approaches selling from a business solution perspective to ensure that OT products and services accurately address the client’s true business need in terms of type, scope, level.
• Demonstrated results in growing a business or expanding a market
• Problem Solving Approach: Approaches problems in a rational, fact-based manner using analysis and structured problem solving tools that ensure comprehensive understanding and effective resolution.
• Leadership: Able to lead effectively in a complex, political environment, and deliver results. Able to influence without direct authority. Able to balance between competing priorities and be flexible and creative. Able to drive team performance to best in class. Able to create and build highly effective sales teams and organization. Able to communicate effectively across multiple levels in client organizations, OpenText and the industry.
• 15 years of sales and progressive sales management experience.
• Principles, Value & Personal Integrity: Value Diversity; Demonstrates ethical behavior, personal integrity and character; trustworthy - keeps confidences and doesn't gossip; leads by example - walks the talk; Invests in personal development and growth.
• Bridge Building Skills: Bridge builder; positive and constructive influence on any team person is a part of; able to lead in a cross-functional team; people and team oriented; invests time in getting to know people in own organization and stakeholder orgs (up, down, and across).
• Open & Honest Communication: Strong personal communication skills; able to talk about challenges and difficulties openly; non-threatening in communication; not defensive in communications; able to participate in and/or initiate "crucial conversations."
• Sales Management process expertise: Define, implement and manage processes for pipeline management, forecasting, strategic account development and performance management. Establishes sales activity targets for such things as face to face call frequency, demo activity, proposal activity, prospect calling, pipeline size and deal closure.
• 10 years of industry experience
• Proven Track Record of Enterprise Software Sales Leadership Success: Successful track record of selling, leading sales teams and delivering sales performance, even in tough situations. Consistently high performance from year to year is key. Able to inspire and build a strong and dedicated team. Able to role model selling excellence; can readily develop executive level relationships with current and prospective customers. Able to navigate and advocate within the organization to overcome barriers and advance business opportunities.
• University or Bachelor’s degree, advanced university or Master’s degree preferred

Targeted annual base compensation is $176,014+ plus Variable Commission in addition to a comprehensive and competitive group benefit and healthcare plan. Compensation may vary based on experience and professional level.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of 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 [email protected].