Open Text Software GmbH

Role Description As an Account Executive at OpenText, you help customers use information to grow faster and be more efficient in an increasingly Digital World. You are part of a global team of highly skilled and entrepreneurial professionals who understand that their customers are experiencing unprecedented change. Your customers trust your judgment to help them solve their most pressing business problems and to support them in their journey to the cloud and to become a digital enterprise. You will stop at nothing to help them find the right solution to positively impact the business, improve their most important business processes, or reduce their risks. You are comfortable with complex sales cycles. Your track record of successful attainment of your targets will be rewarded with one of the most competitive compensation packages in the industry. What the role offers: - Consultative selling and intensely listening to your customers. - Preparing comprehensive territory plans. - Identifying and converting opportunities into sales. - Skillfully executing each phase of the sales process from pipeline generation to closing the deal. - Masterful client presentations and running effective meetings. - Clearly articulating the value proposition of solutions and products and the endless possibilities of the digital enterprise to your customers. - Collaboration across all internal teams and resources to ensure you bring the best solution to your clients. Qualifications - A track record of at least five years of B2B selling across the Enterprise. - Experience working in a consultative capacity with C-level customers on complex cloud-based, on-premises or hybrid solutions. - Expert knowledge of the B2B buying process and know all your key competitors and closely follow industry trends. - You deploy advanced sales methodologies and tools to achieve and exceed your targets. - Whether it’s the challenge of developing new accounts or finding untapped opportunities in your existing client base, the opportunity to grow our business is what drives your efforts every day. - Intellectual curiosity, easily grasp new products and solutions, and bring the spirit of innovation to your customers. - Bachelor’s Degree and a passion for continuous learning. One Last Thing: OpenText is more than just a corporation, it's a global community where trust is foundational, the bar is raised, and outcomes are owned. As an OpenText Account Executive, you drive digital transformation for global clients, solving complex business challenges and accelerating their journey to the cloud. Your consultative expertise and success in complex sales cycles contribute directly to business growth, earning you a competitive compensation package that recognizes your substantial impact in shaping the digital enterprise landscape.

Role Description Als Senior Client Manager (w/m/d) für unsere Kunden in Deutschland sind Sie für alle Aspekte im Zusammenhang mit Professional Services verantwortlich: Sie arbeiten direkt mit dem Kunden zusammen und verkaufen und entwickeln Lösungen auf der Basis von OpenText Produkten. In enger Zusammenarbeit mit dem OpenText Account Executive entwickeln Sie die digitale Strategie für Informationsmanagement für Ihre Kunden. - Aufbau von professionellen und vertrauensvollen Kundenbeziehungen - Entwicklung und Pflege der Service-Verkaufspipeline, um die vorgegebene Sales-Quote zu erreichen - Qualifizierung der Kundenbedürfnisse und Identifizierung von Verkaufschancen - Aufwandsschätzungen und interne Abstimmung von Vertragsinhalten - Betreuung des gesamten Verkaufsprozesses, einschließlich Angebotsgenehmigung, -erstellung, -präsentation und -verhandlung - Mitwirkung bei Ausschreibungen (RFP/RFI) - Follow-up nach Vertragsunterzeichnung zur Sicherstellung der Kundenzufriedenheit Qualifications - Einschlägige, langjährige Erfahrung im Bereich Software Services Sales - Nachweisliche Erfolgsbilanz im Verkauf von Professional Services - Ausgeprägte Kundenorientierung und Dienstleistungsmentalität, sowie Kommunikationsstärke - Bereitschaft gelegentlich zu Kunden- und internen Meetings zu reisen - Sehr gute Deutsch- und Englischkenntnisse in Wort und Schrift Company Description OpenText ist der weltweit führende Anbieter softwarebasierter Lösungen für Enterprise Information Management (EIM) und bietet ein umfangreiches Portfolio an Produkten, Dienstleistungen und Cloud Services für das intelligente und vernetzte Unternehmen. - Über 120.000 Kunden weltweit - Fokus auf Künstliche Intelligenz zur Unterstützung von Innovationen - Engagement für ein integratives Arbeitsumfeld

OPENTEXT - THE INFORMATION MANAGEMENT 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. The Opportunity OpenText is seeking a Senior Manager, Value Consulting to lead and scale a high‑impact practice that helps customers articulate, quantify, and realize the business value of OpenText solutions. This role sits at the intersection of sales, strategy, and customer outcomes, playing a critical role in driving deal success, accelerating pipeline, and strengthening executive‑level credibility with prospects and customers. The ideal candidate brings a strong blend of business acumen, financial modeling expertise, leadership capability, and experience partnering closely with Sales, Product, and Customer Success in a complex enterprise environment. Key Responsibilities Value Consulting Leadership Lead, coach, and develop a team of Value Consultants, setting clear priorities, performance standards, and professional development plans. Establish and scale best practices for value discovery, business case development, ROI modeling, and executive storytelling. Act as a player‑coach, supporting strategic and high‑value deals directly as needed. Customer & Sales Engagement Partner with Sales leadership and account teams to support enterprise and strategic deals across the pipeline. Lead customer and prospect engagements to identify business challenges, define measurable value drivers, and build compelling, data‑driven business cases. Present value propositions, financial analyses, and outcomes to senior executive audiences, including C‑suite stakeholders. Business Case & Financial Analysis Oversee the development of ROI models, Total Cost of Ownership (TCO) analyses, and value realization frameworks tailored to customer needs. Ensure consistency, rigor, and credibility in financial assumptions, methodologies, and messaging. Translate technical capabilities into clear business and financial outcomes. Cross‑Functional Collaboration Collaborate with Product Marketing, Product Management, and Strategy teams to align value messaging with OpenText solutions and corporate narratives. Contribute to the development of thought leadership, value tools, templates, and enablement content for field teams. Provide feedback from the field to help shape product positioning and roadmap discussions. Operational Excellence & Impact Track and report on key success metrics, including deal impact, win rates, pipeline influence, and customer outcomes. Continuously refine processes, tools, and methodologies to improve scalability and effectiveness. Champion a customer‑centric, outcomes‑driven mindset across the go‑to‑market organization. Qualifications Bachelor’s degree in Business, Finance, Economics, Engineering, or a related field (MBA or equivalent preferred). 8+ years of experience in value consulting, management consulting, sales strategy, business value engineering, or a related role within enterprise software or technology. 3+ years of people management experience, with a track record of building and leading high‑performing teams. Strong expertise in financial analysis, ROI modeling, business case development, and executive presentations. Proven ability to influence and collaborate with senior leaders across Sales, Finance, Product, and Customer Success. Exceptional communication, storytelling, and stakeholder management skills. Experience supporting enterprise SaaS, information management, cloud, or digital transformation solutions. Background working with complex, global customers across multiple industries. Familiarity with value frameworks, benchmark analysis, and value realization methodologies. 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. Roles requiring a significant amount of trust may require criminal history verification. Please ask your Talent Acquisition Advisor for more information if you have any questions. OpenText does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract and a signed search assignment between Open Text and the recruitment agency or party requesting payment of a fee.