• Own and grow a territory focused on Insurance accounts • Manage a book of existing customers to proactively drive upsell, cross-sell, and net-new opportunities • Prospect and engage new accounts to expand revenue base • Build and execute strategic account plans, run outbound prospecting campaigns, and drive pipeline generation • Lead full-cycle sales processes from discovery to close • Conduct effective discovery and solutioning with mid-market to enterprise-level customers • Follow the MEDDPICC qualification process and manage detailed deal execution • Negotiate and close complex, high-value deals • Use AI tools to drive your effectiveness in overdelivering on targets

• Build and execute account and capture strategies across DoD, IC, and federal civilian agencies • Identify and engage key stakeholders across program offices, engineering leadership, and contracting teams • Drive outbound prospecting aligned to mission priorities, budget cycles, and funded programs • Partner with Government Relations and Demand Gen to shape early demand and position Istari in emerging opportunities • Qualify opportunities based on mission alignment, technical feasibility, funding availability, and acquisition pathway • Own the full federal sales cycle from initial engagement through contract award • Conduct discovery to understand mission objectives, engineering challenges, and program constraints • Partner with Solution Architects to design compliant architectures and execute proofs of value • Develop deal strategies aligned to federal acquisition pathways (SBIR, OTA, IDIQ, BPA) • Build business cases tied to mission effectiveness, engineering velocity, and cost efficiency • Navigate complex stakeholder environments across program, engineering, and contracting • Lead pricing strategy, proposal development, and negotiations • Partner with Solution Architects to win technical validation • Work with Government Relations to align opportunities with funding and policy priorities • Collaborate with Contracts, Legal, and Finance on proposals and compliance • Provide insights to Product and Engineering on federal requirements • Contribute to federal GTM strategy and capture plans • Build trusted relationships with program managers, engineering leaders, and contracting stakeholders • Drive expansion from pilot to program of record and enterprise adoption • Align account growth with mission priorities and budget cycles • Position Istari as foundational infrastructure for secure digital engineering

• Develop and maintain relationships with key customers • Identify new business opportunities to both existing customers and new prospects • Manage sales orders and provide status in the form of sales reports and forecasts to the manager and/or the management team • Maintain and grow sales within existing territory of accounts and prospects by expanding the depth of products being sold • Actively search for, find, develop and close new business • Achieve and exceed monthly, quarterly and annual sales goals • Accurately forecast monthly margin opportunity pipeline • Participate as a collaborative member of a sales team and sales territory • Actively and accurately utilize CRM system • Attend sales and product training as required • Create and execute territory management plan • Assume additional responsibilities as required

Role Description As an Account Executive within OpenText Business Network, you help enterprise customers use information to grow faster, operate more efficiently, and reduce risk in an increasingly digital world. Trusted by your customers, you guide them through complex challenges—supporting their journey to the cloud and enabling secure, efficient B2B information exchange that drives real business outcomes. You bring a consultative mindset to every engagement, ensuring the right solution is delivered to positively impact critical business processes and enable customers to become true digital enterprises. Qualifications - A minimum of five years of successful B2B enterprise sales experience - Proven ability to sell in a consultative capacity to C-level stakeholders across complex cloud, on‑premises, or hybrid environments - Strong command of the B2B buying process, competitive landscape, and industry trends - Experience executing advanced sales methodologies and leveraging sales tools to exceed targets - Strong hunter profile with demonstrated success in acquiring new accounts while expanding and strengthening existing customer relationships - Exceptional presentation, communication, and meeting facilitation skills - Post-secondary education, intellectual curiosity, and a passion for continuous learning and innovation Requirements - Must reside in Mexico for fully remote role covering all of Mexico (Mexico city based highly desired) - Must speak Spanish & English to be considered Benefits - Ownership of complex, enterprise-level sales cycles within a global, market-leading organization - The opportunity to sell a comprehensive portfolio of B2B solutions, including secure messaging, managed file transfer, B2B integration, and cloud-based applications - Collaboration with a highly skilled, entrepreneurial global sales and services team - Exposure to the world’s largest business network in the cloud, supporting 20 billion digital commerce transactions annually - A highly competitive compensation package rewarding consistent target achievement and overperformance 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. 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.