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 are hiring talent AI can't replace to help us shape the future of information management. Join us. OPENTEXT – THE INFORMATION COMPANY As the Information Company, our mission at Micro Focus, an OpenText company, 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 accelerating business outcomes through Operations Service Management (OSM), AI-powered automation, and intelligent IT operations. Your Impact: Are you looking for a rewarding career in enterprise software sales focused on Operations Service Management and IT Operations? Micro Focus (now an OpenText company) is seeking a highly motivated Sales professional to join our OSM-focused Enterprise Sales team. In this role, you will partner with customers to modernize and transform IT operations by leveraging OpenText’s Operations Service Management portfolio, helping organizations drive efficiency, resilience, and business alignment across complex environments. If you are passionate about technology, operational excellence, and solving real-world enterprise challenges, we encourage you to apply. We are in search of someone to join our OSM Enterprise Sales team in the United States, National territory. This Account Executive (AE) role has a proven track record of building and expanding a territory from an established account base. You will drive proactive pipeline generation, using deep OSM and IT operations knowledge to prospect, qualify, negotiate, and close opportunities with both new and existing enterprise customers. What the role offers: - Developing a long-term sales pipeline to increase OpenText’s market share within Operations Service Management and IT Operations. - Driving demand for OSM solutions including service management, ITOM, observability, automation, and AIOps. - Identifying and capturing opportunities beyond core specialization, leveraging closed-loop lead management for effective assignment and follow-up. - Expanding and enhancing existing opportunities by uncovering new operational use cases and business value. - Partnering with new and existing customers to shape OSM strategy, solution adoption, and repeatable success. - Developing and owning strong relationships across the OpenText customer base and broader ecosystem. - Establishing professional, consultative relationships with stakeholders up to and including the C-level within mid-to-large enterprise accounts. - Maintaining competitive intelligence within accounts to effectively position OpenText OSM solutions. - Owning quota objectives and driving future growth across the OSM product portfolio. - Exceeding a typical annual quota of $3M. - Investing time in building and expanding your external ecosystem by leveraging partners and alliances to broaden account reach. What you need to succeed: - At least 5 years of enterprise sales experience selling software, solutions, or consulting services. - Strong understanding of IT Operations, Service Management, and enterprise operational challenges. - Proven ability to execute consultative selling aligned to customer business and operational outcomes. - Experience with account planning, territory strategy, and accurate revenue forecasting. - Knowledge of Operations Service Management, ITOM, AIOps, observability, and automation solutions. - Initiative and leadership to drive complex sales cycles including prospecting, negotiation, and closing. - Ability to collaborate cross-functionally with management, channel partners, professional services, and extended sales teams. - A track record of cultivating and maintaining strong customer relationships to drive retention and growth. - Competitive awareness and ability to articulate differentiated value. - Effective partnership with Professional Services to build and execute account strategies that drive incremental revenue. Education and Applicable Experience Required: - Bachelor’s degree or equivalent related experience. - Demonstrated success achieving progressively higher quotas and engaging with senior-level stakeholders. - Extensive enterprise selling experience within relevant industries and solution areas. - Typically, 8–12 years of advanced sales experience. - Project management and solution-selling experience. - 2–3 years of product sales experience within Operations Service Management or related domains. One Last Thing: OpenText is more than just a corporation — it’s a global community where trust is foundational, standards are high, and outcomes are owned. As an OpenText Account Executive focused on Operations Service Management, you will help global customers transform how they run and operate their businesses. Your consultative expertise and success in complex enterprise sales cycles directly contribute to OpenText’s growth and innovation, supported by a competitive compensation package that reflects your impact on the digital enterprise. 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 hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace. Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. A summary of those benefits can be found on our Why Join Us page. As you move through the hiring process, we’re happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off. Salary Range: $150K - 170K; Depending on the candidate’s education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted. California Residents: The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions. AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What Is The RoleElastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Enterprise segment. What You Will Be Doing - Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities. - Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. - Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. - Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %. - Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments. - Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. - Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. What You Bring - Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment. - Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. - Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated. - Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. - Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization. - Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness. - Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context. Bonus Points - Prior experience at an open-source or developer‐centric infrastructure company. - Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases. If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today! Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $113,300—$175,000 USD The typical starting Target Variable range for this role is: $113,200—$175,000 USD The typical starting On-Target Earnings (OTE) range for this role is: $226,500—$350,000 USD Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. - Competitive pay based on the work you do here and not your previous salary - Health coverage for you and your family in many locations - Ability to craft your calendar with flexible locations and schedules for many roles - Generous number of vacation days each year - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service - Up to 40 hours each year to use toward volunteer projects you love - Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

At OneSpan, we specialize in digital identity and anti-fraud solutions that create exceptional and secure experiences. OneSpan is looking for an Account Executive to join our digital agreement sales team in North America. OneSpan provides security, identity verification, eSignature, smart forms, and digital notarization solutions that help you modernize your agreement processes, deliver a high-quality digital customer experience, and meet security and compliance standards. You will be responsible for all aspects of sales, primarily new business in core verticals. You will handle the entire sales process, including prospecting, lead qualification, negotiating and closing deals with end-customers.  Responsibilities: - Create and rapidly execute a territory growth plan. - Building net new business through prospecting, relationship building, and follow through to close sales. - Work to identify and implement new and improved sales presentations to negotiate and overcome sales objections. - Achieve monthly, quarterly, and annual sales objectives and sales quotas, while ensuring the optimum customer experience and satisfaction. - Work within set key performance measurements defined by management team and process sales transactions using internal provisioning systems and follow set processes and procedures. Provide and update timely forecast and opportunity details within Salesforce CRM. - Responsible for additional job duties such as meeting outbound call and sales goals as assigned. This would involve follow-up with prospects as well as upsell to existing customers. - Work with colleagues and immediate supervisions to ensure that proven sales techniques are followed and enhanced. - Set-up and deliver sales presentations, product/service demonstrations, and other sales actions. - Promote positive working relationship with all internal and external customers.   Qualifications: - 5 years plus of field sales experience, SW products including SaaS model, primarily about digital onboarding, digital signature and AI risk analytics within the assigned territory. - Excellent communication skills and a positive, client centric attitude. - Assertive and independent professional who is able to negotiate successfully with professional buyers. - Consistent track record of over achievement and new account acquisition - Selling to financial services, Banking and/or insurance. - Requires ability to work effectively across organizational lines. As needed, the ability to gain support from multiple levels of management including executive, line of business, finance, IT and legal - Teamwork - Ability to manage resources from multiple groups to meet client needs - Relationship Management: Outstanding written, verbal, presentation and negotiation skills - Educate prospects and help define solutions for their needs - Must be able to work efficiently through change and ability to multi-task. - Experienced and comfortable in a fast-paced, high performance, open concept team environment. - Strong PC skills including use of CRM software, Word, Excel, PowerPoint, and Outlook. - Bachelor’s degree Salary: $150,000 - $170,000 (depending on experience and qualifications) plus commission - 50/50 split. #LI-Remote #LI-HW1

• Collaborate with multiple Field & Inside Sales Account Managers to help drive revenue in an assigned territory • Assist in building and executing a plan to help grow the territory’s business • Work closely in a team approach with Fortinet’s reseller partners, marketing and channel teams to drive deals • Assist with customer presentations and demos via online tools Teams/Zoom • Align with sales, channel and partner teams to support overall company revenue targets • Execute the role with professionalism and align with Fortinet’s core values