Open Text Pty Limited

Role Description The Application Delivery Management Sales Specialist will be responsible for creating, qualifying, developing, and selling ADM solutions. With a consultative sales approach, you will lead with business value and engage both new and existing clients. Supported by a broad team of pre-sales solution consultants, you will manage a defined territory that spans many large and mid-sized clients. Your software portfolio includes a combination of SaaS and on-premises solutions. Qualifications - At least 5 years of proven software SaaS or license sales experience, with a demonstrable track record of over-achievement and new business wins. - Directly related previous work experience a definite plus. Application development, application testing, DevOps or Value Streams experience a distinct advantage. - A strong network of client contacts. - University or bachelor’s degree; Advanced University or MBA preferred or equivalent work experience. - Experienced in following a sales methodology, in territory management, account development and opportunity management. - Successful partner engagement experience. Works effectively with our partners to drive additional revenue. Requirements - Results driven - Operates with personal ownership and looks for ways and means to improve performance all the time. Acts with urgency and a sense of accountability. - Energy & work ethic - Intellectually curious and able to bring an energy and spirit of innovation to the role. Builds trust with others by acting authentically and with integrity. - Domain expertise - Applies a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sales process. Seen by clients as a trusted advisor. - Pipeline Qualification (Pipeline Creation, Progression & Closure) - Uses expertise to seek out new opportunities and expand existing client footprints. Takes ownership of pipeline creation to ensure sufficient coverage of the target. Continuous qualification whilst progressing the opportunity to close. - Value based selling – Identifies key drivers of value for the customer and develops unique value propositions by articulating a vision that resonates with the customer. Selling outcomes not products. - Planning for Success – Demonstrates a structured, methodical approach to building and executing annual sales plans. Balances strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream. - Orchestrating teams / working with partners - Builds and develops cross company pursuit teams to engage prospects in strategic sales. Collaborates with select partners to develop territories and expand sales coverage. - Good sales hygiene - Provides accurate revenue forecasting, ensuring the CRM system is always up to date. Company Description 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. 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 hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Role Description The Specialist will be responsible for creating, qualifying, developing, and selling ITOM/ITSM solutions. With a consultative sales approach, you will lead with business value and engage both new and existing clients. Supported by a broad team of pre-sales solution consultants, you will manage a defined territory spanning many large and mid-sized clients. Your software portfolio includes a combination of SaaS and on-premises solutions. Qualifications - At least 5 years of proven software SaaS or license sales experience, with a demonstrable track record of over-achievement and new business wins. - Directly related previous work experience a definite plus. Application development, application testing, DevOps or Value Streams experience a distinct advantage. - A strong network of client contacts. - University or bachelor’s degree; Advanced University or MBA preferred or equivalent work experience. - Experienced in following a sales methodology, in territory management, account development and opportunity management. - Successful partner engagement experience. Works effectively with our partners to drive additional revenue. Requirements - Results driven - Operates with personal ownership and looks for ways and means to improve performance all the time. Acts with urgency and a sense of accountability. - Energy & work ethic - Intellectually curious and able to bring an energy and spirit of innovation to the role. Builds trust with others by acting authentically and with integrity. - Domain expertise - Applies a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sales process. Seen by clients as a trusted advisor. - Pipeline Qualification (Pipeline Creation, Progression & Closure) - Uses expertise to seek out new opportunities and expand existing client footprints. Takes ownership of pipeline creation to ensure sufficient coverage of the target. Continuous qualification whilst progressing the opportunity to close. - Value based selling – Identifies key drivers of value for the customer and develops unique value propositions by articulating a vision that resonates with the customer. Selling outcomes not products. - Planning for Success – Demonstrates a structured, methodical approach to building and executing annual sales plans. Balances strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream. - Orchestrating teams / working with partners - Builds and develops cross company pursuit teams to engage prospects in strategic sales. Collaborates with select partners to develop territories and expand sales coverage. - Good sales hygiene - Provides accurate revenue forecasting, ensuring the CRM system is always up to date. Company Description 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. 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 hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

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. Job Location: Sydney or Melbourne OPENTEXT - THE INFORMATION COMPANY OpenText technologies and business solutions allow organisations to take full advantage of their information. By gaining better business insight through knowledge, customers can capitalise on opportunities to positively impact the business, improve process velocity, reduce risks related to information governance, and protect sensitive information and intellectual property from internal leaks and external threats. OpenText Cybersecurity solutions address the Cyber Resilience requirements of Small, Medium, and mid-market businesses. We lead with solutions that ensure Data Mobility, Security and Protection for customers and partners that help keep their business up and running through unforeseen cyber events. Our organisation is growing globally, and we are looking for a key team player to join our experienced Solution Consulting group. We are seeking an individual who is a self-starter, passionate about technology, has a "gets it done, whatever it takes" attitude and thrives in a fast-paced, deadline-driven environment. POSITION OVERVIEW As a Solution Consultant, you are responsible for securing technical wins, evangelising our solutions, and enabling our partners for success in their given markets. Teamwork and collaboration skills will serve you well, as will strong written and verbal communication skills. Additionally, you must be familiar with a wide range of IT-related technologies and solutions. We value critical thinking, adaptability, and a positive mental attitude. Our team focuses on driving revenue, and you will be working closely alongside the sales teams. Your working environment will be remote, with frequent travel to our offices, customer sites and events. This opportunity has excellent pay and benefits, a great work environment, a chance to learn, grow and develop in a company that cares about its customers and employees. You will establish the pre-sales support requirements for current and prospective customers and partners in this role and will work with Partners, Customers and Sales counterparts to ensure that our systems and solutions meet and exceed customer requirements. A Solution Consultant will provide quick and thorough responses to customer requests, demonstrate system features, configuration options and functionality that satisfy business needs. Additionally, the Solution Consultant will direct projects, display technical leadership and problem-solving while serving as a technical resource for long-range planning.  SKILLS & QUALIFICATIONS A Senior Solution Consultant must display the following skills and attributes: •Decision Making Ability to make decisions that impact the scheduling, planning and successful completion of project / function deliverables. Works independently and makes decisions within a project / function, guided by professional / technical expertise and known practices and established precedents. •Problem Solving Assessment of the problems that involves both the identification and analysis of multiple factors or variables. Applies professional/technical expertise to develop solutions. Provides project / functional guidance to others on specific problems. •Leadership Helps to promote an effective team environment, through mentoring and sharing professional / technical knowledge with team members. Is seen as a technical/functional specialist. •Professional Expertise Has specific expertise required for the job and applies that expertise to multiple aspects of a project / function. Has relevant experience, possesses highly developed professional / technical skills, developing breadth of capability. •Demonstrable Skills A rounded understanding of the IT data and cyber threat landscape. Understanding of network technologies and topologies, protocols, and administration Demonstrate a solid understanding of Endpoint Detection and response (EDR) and Manage Detection and Response (MDR) technologies. Conceptual understanding of encryption and data security techniques. Experience with desktop software management technologies RMM providers, Group Policy, SCCM, Jamf, SolarWinds, Kaseya Some experience with Data Mobility solutions, techniques, and technologies Data Security solutions, techniques, and technologies Data Protection solutions, techniques, and technologies Understanding of virtualisation (e.g., VMWare, HyperV, KVM) Administering SaaS services Microsoft Office365, Salesforce, Microsoft Dynamics Familiarity with programming / scripting tools (e.g., PHP, Java, C+, SOAP, REST, PS). •Interaction Interactions are usually within the company but may involve contact with external groups and customers to assist in the resolution of specific problems. Effectively coordinates and influences contacts. Knowledge Education: Bachelor’s degree or equivalent in relevant discipline. Experience: 5-8 years of mostly relevant experience. Highly developed professional / technical skills are needed to perform the job.   ROLES & RESPONSIBILITIES •Understand the OpenText Cybersecuirty solutions and be able to present demonstrations and articulate the value proposition of each and be able to identify use cases that are addressed by the whole portfolio. •Become a subject matter expert in our, Data Security and Data Protection cybersecurity product sets. You will receive training and mentorship that will allow you to master these specific solutions. •Conduct presentation and Webinars on our Cybersecurity portfolio. •Lead technical sales presentations and demonstrations with partners and customers. •Work with a high level of autonomy in conjunction with your designated sales team. •Gather customer requirements and feedback, work with peers and product management collaboratively. •Drive opportunities to close, ensuring the "Technical Win". 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 hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.