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. YOUR IMPACT As a Senior Account Executive on OpenText Cybersecurity’s North American Data Security Strategic Sales Team, you will play a critical role in driving growth across a portfolio of named accounts while also acquiring new logos. You will help organizations strengthen their security posture by delivering solutions that address complex challenges around data protection, threat prevention, backup, and risk management. This is an opportunity to work with enterprise customers, partner closely with resellers, and make a measurable impact on revenue growth while helping customers secure their most valuable information assets. WHAT THE ROLE OFFERS - Drive new business development efforts by identifying, qualifying, and closing opportunities within targeted accounts and net new logos - Manage a portfolio of named accounts, uncovering upsell and cross-sell opportunities across OpenText Cybersecurity solutions - Build and maintain a healthy sales pipeline to achieve monthly, quarterly, and annual revenue targets - Lead the full sales cycle, including discovery, solution positioning, product demonstrations, proposal development, negotiations, and closing activities - Collaborate with internal teams including pre-sales, marketing, channel partners, and customer success to deliver strong customer outcomes - Develop and maintain relationships with resellers and partners to expand market reach and accelerate sales opportunities - Retain and grow customer relationships through proactive account management and trusted advisor engagement WHAT YOU NEED TO SUCCEED - Bachelor’s degree or equivalent experience with 8+ years of sales experience and a proven track record of exceeding quota - Experience selling cybersecurity, cloud, SaaS, data protection, backup, or enterprise software solutions into mid-market or enterprise organizations - Strong understanding of security technologies including threat protection, endpoint security, managed detection and response, penetration testing, backup solutions, and Microsoft 365 or Google environments - Ability to learn and position complex technical solutions and communicate business value to technical and executive stakeholders - Strong verbal, written, and presentation skills across phone, email, virtual meetings, and in-person interactions - Proficiency with CRM tools such as Salesforce and Microsoft Office applications including Outlook, Excel, Word, and PowerPoint - Ability to thrive in a fast-paced, results-driven sales environment with a high level of ownership and accountability - Familiarity with leveraging AI tools and technologies to enhance sales prospecting, account planning, and customer engagement ONE LAST THING 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 submit a ticket at Ask HR. 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. 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: $134,000-$165,000 + variable; 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.

Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! . See yourself at Twilio Join the team as Twilio’s next Strategic Account Executive 3! About the job This position is needed to lead relationships with our growth and mid-market Communications platform customers who consume our messaging, voice and email services. You will be directly responsible for protecting and growing Twilio’s communications business across your assigned customers. As an Strategic Account Executive, you will drive highly analytical and consultative sales cycles with High Tech customers that are running large scale, global, competitively sourced, use case-specific businesses. This role is highly cross functional, and your success will depend on building deep partnerships across product management, finance, support, and operations. Responsibilities In this role, you’ll: - Manage and expand revenue across your book of Strategic Accounts - Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results. - Partner closely with other Twilio teams to identify new revenue opportunities within your account portfolio. - Serve on a cross-functional account team with representatives from product, finance, support, and services teams. - Run a disciplined forecast, consistently achieve goals, and present guidance to executive management. - Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization. Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! *Required: - Possess a total of 5 years of sales experience, with a minimum of 1 year dedicated to major account or strategic sales. - Demonstrate expertise in managing or leading quantitative, highly analytical products and solutions for customers. - Accountable for relationship management, cross sells, upsells and solutions consulting. - Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships. - Analytical account development strategy based on using data to find opportunities and prove value. - Demonstrated track record of managing business forecasts and financial models. - Entrepreneurial mindset with appetite to define process and build programs. - Record of delivering revenue and gross profit results, especially for large-scale and enterprise customers. - Excellent verbal and written communication skills. - Bachelor’s Degree or equivalent years of experience. Desired: - Deep experience working with telecom companies, including CPAAS, SMS aggregators, carriers, or global communications platforms. - Domain expertise from a highly quantitative industry such as DevOps, Fintech, advertising optimization, investment banking, security or commodity trading especially in non-standard segments. - Software, SaaS, CPaas or PaaS selling experience. Location - This role will be remote, but is not eligible to be hired in CA, CT, IL, MA, MD, NJ, NY, OR, PA, RI, TX, VA, WA, or Washington DC. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 30% travel is anticipated to help you connect in-person in a meaningful way. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Compensation *Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State. The information below is provided for candidates hired in those locations only. The estimated pay ranges for this role are as follows: - Based in Colorado, Hawaii, Minnesota or Vermont : $103,376.00 - $129,220.00. - Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $109,120.00 - $136,400.00. - Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $114,864.00 - $143,580.00. - This role may be eligible to participate in Twilio’s equity plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave. - This role is eligible to earn commissions. The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Applications for this role are intended to be accepted until May 30, 2026, but may change based on business needs. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

Career Category Sales Job Description Position Overview The Executive Rare Disease Account Liaison (E.RDAL) is a hybrid strategic field role responsible for driving new patients by enabling end-to-end treatment pathways in rare diseases. Unlike traditional Sales Representatives or Key Account Managers, Executive RDALs drive patient access activation and treatment initiation. By bridging across specialties, institutions, and access pathways, E.RDALs convert clinical intent into actual treatment initiation in complex rare disease environments. Location Remotely located in designated territory, with regular travel undertaken as required Core Responsibilities and Deliverables Patient Pathway Activation & Treatment Initiation - Lead identification and activation of eligible patients by strategically addressing systemic barriers across diagnosis, referral, and treatment pathways - Define and drive account-specific strategies to enable timely treatment initiation in the rare disease ecosystem - Shape and optimize patient pathways by identifying key leverage points and influencing treatment triggers Multidisciplinary Engagement & Referral Network Development - Establish and expand strategic partnerships with KOLs and cross-specialty stakeholders to shape the diagnosis and treatment environment - Drive MDT alignment and influence referral network development within and across institutions - Orchestrate omnichannel engagement strategies to enhance customer experience and maximize impact Strategic Account Planning & Insight into Action - Lead end-to-end account readiness including hospital protocol, account open, and infrastructure set-up - Navigate complex access environments and shape solutions to improve patient access - Translate insights into high-impact strategic initiatives, identifying opportunities in ambiguous data environments Execution Excellence - Ensure high-quality execution through strategic oversight of priorities, resources, and outcomes - Continuously optimize account strategies based on performance insights and evolving market dynamics - Drive prioritization and resource allocation aligned with business impact and patient value Performance & General - Own and deliver territory-level business outcomes and strategic objectives - Drive performance management through data-driven insights and continuous improvement - Demonstrate leadership in capability building, compliance, and role modeling Amgen values - E.RDAL is eligible for SIP based on MAP achievement. Key Selection Criteria, Desired Experience & Competencies The knowledge and skills necessary to perform the duties of this position are typically acquired through the following combination of education, experience and knowledge, or equivalent: Qualifications - Advanced understanding of life sciences, biomedical/health sciences and/or business - Demonstrated ability to lead with strong compliance mindset within pharmaceutical industry standards Experience & Skills - Minimum 10 years of experience in a pharmaceutical industry including sales rep, key account manager, Marketing or MSL role - Strong strategic thinking across disease landscape, patient journey, and access pathways to proactively identify and address systemic barriers - Proven track record of leading and delivering outcomes in highly complex or access-restricted environments (e.g., private-pay) - Ability to design and orchestrate omnichannel engagement strategies across multi-specialty stakeholders - Demonstrated capability to build, influence, and sustain high-impact customer relationships and strategic partnerships Preferred - TA Experience in Rare Disease, Autoimmune Disease, Ophthalmology, Endocrinology settings or High-cost specialty TAs - Experience in MDT collaboration and inter-hospital network development - 1+ years of Marketing, Medical, KAM or business development experience in the biotechnology/ pharmaceutical industry - Exposure to project management principles and agile working Executive RDAL Competencies Clinical Knowledge - Integrates deep clinical expertise across TED diagnosis, AE management, and product adoption, proactively applying insights to guide optimal treatment decisions across the patient journey Cultivating Impactful Customer Relationships - Builds and leads strategic partnerships across multidisciplinary HCPs and inter-hospital networks to shape TED patient referral pathways Business Acumen & Strategic Account Planning - Translates complex insights into forward-looking account strategies that address key barriers and maximize business and patient outcomes Execution Excellence - Drives high-impact execution through strategic prioritization, agility, cross-functional collaboration, and strong ownership of outcomes The E.RDAL role is currently classified under the Exec Biopharmaceutical Rep job profile. Please note that the position title may be subject to change in the future according to evolving business needs. .

Role Description - Own mid-market + enterprise revenue in India as a hunter/closer (pipeline build with SDR support + closing). - Build and execute a named-account plan for 20–40 target accounts across 1–2 verticals. - Sell to senior stakeholders: CIO/CTO, Head of IT, Head of Infrastructure/Cloud, CISO/Security, Procurement. - Lead full-cycle sales: discovery → solution alignment (with pre-sales) → proposal & commercials → procurement/security/legal → close. - Multi-thread stakeholders, run QBR-style pipeline/account reviews, and drive consistent follow-through. - Work partner-led when helpful (MSPs / SIs / ISVs) to accelerate access and delivery. - Maintain clean CRM hygiene, accurate forecasting, and disciplined next steps. - Travel up to 30–40% for customer/partner meetings. Qualifications - 7–15 years of B2B sales experience, including 3+ years closing mid-market/enterprise IT deals in India. - Demonstrated enterprise closes with clarity on deal size (₹) and buyer profiles (CIO/IT/Infra/Security). - Experience in at least one of: Public cloud/IaaS, Managed services, Data center/Infra, Cybersecurity, Networking, DevOps/Platform, SI/MSP enterprise services. - Comfortable navigating enterprise procurement: InfoSec reviews, MSA/legal, vendor onboarding, pricing approvals. - Strong communication, structured deal management, and high ownership. Requirements - Existing enterprise network in India (customers/partners) and ability to open doors credibly. - Partner/channel selling experience (MSP/SI ecosystem). - Experience selling migration, cloud operations, FinOps/cost optimisation, security/compliance, DR/BCP, app modernisation. - Ideal customer profile you will focus on: India companies with 500+ employees or ₹200Cr+ revenue. - Meaningful infra footprint (on-prem and/or cloud) and real compliance/security needs. - Not a fit: very early-stage startups, low-ticket SMB, staffing/recruitment selling. Benefits - 🏡 Remote-first (India) + home office support. - ⏰ Flexible working hours. - 📈 High-growth environment with ownership from Day 1. - 🚀 Career path to lead verticals/teams/projects. - 🤝 Learn directly from founders with deep infrastructure experience (large-scale production systems). Company Description As experts in Software, Infrastructure and Artificial Intelligence we develop new products and take care of the landscapes of the giants of this world.