• Manage the end-to-end sales cycle, from prospecting and discovery through negotiation, close, and handoff to post-sales teams. • Apply a consultative, value-based selling approach to uncover true customer challenges and align solutions to business outcomes. • Build and maintain a healthy pipeline through outbound prospecting and strategic account development. • Consistently meet and exceed monthly and quarterly revenue targets. • Maintain accurate forecasting and pipeline visibility in the CRM. • Represent the company with professionalism and credibility.

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.

• Meet sales quota and drive success within a specific territory of state and local law enforcement agencies achieving quarterly and annual sales targets • Develop and execute sales strategies and campaigns for new clients • Build and maintain a robust pipeline leveraging proactive prospecting and direct sales efforts, partners and strategic networking. • Cultivate and sustain strong client relationships to navigate and close complex enterprise deals • Develop deep customer insights into existing and new use cases, customer needs, internal decision making processes, budget cycles and other critical information. • Provide accurate quarterly forecasting of sales pipeline • Provide product feedback to cross-functional teams (product and engineering) to drive continuous product enhancements, updates and improvements of our products • Additional duties and responsibilities as reasonably required by the employee’s supervisor or CEO

Role Description As an Account Executive, Foodservice, you’ll be at the forefront of expanding Bevi’s presence in key verticals like healthcare, higher education, and corporate foodservice. You’ll work closely with channel partners and end customers to grow awareness, adoption, and revenue in emerging markets for Bevi. You’ll balance independent selling with partnership activation, owning your pipeline, building relationships, and helping partners sell Bevi the way we sell Bevi. Your Day to Day - Generate new business opportunities through cold outreach, field prospecting, and partner collaboration - Conduct in-person meetings, demos, and solution-based conversations with healthcare and higher education prospects - Develop and maintain relationships with key decision-makers and influencers within your territory - Collaborate with partners to execute joint selling activities, events, and trainings - Manage your pipeline end to end, prospecting, qualification, negotiation, and closing - Track all activities and insights in Salesforce, ensuring accuracy and visibility for leadership - Work cross-functionally with Operations, Marketing, and Finance to deliver a seamless customer experience - Consistently meet or exceed sales targets while maintaining a data-driven approach to performance Qualifications - 2-4 years of experience in B2B sales, ideally with exposure to foodservice, healthcare, education, or government - Proven ability to prospect independently and thrive in a field-driven, relationship-focused environment - Strong communication and presentation skills with the ability to tailor messages to multiple audiences - Confidence using Salesforce and other CRM tools - Curiosity, resilience, and a love for in-person selling - Ability to travel regionally up to 30% Benefits - Comprehensive medical, dental and vision insurance plans with BlueCross BlueShield, 95% paid by employer - 401(k) with company match - Flexible PTO plus 12 company holidays, and additional paid days for sick leave, etc. - Generous fully paid parental leave for both birth parents and non-birth parents - Fully employer paid disability and life insurances - Wellness and fitness reimbursements - Monthly stipends for cell phone use and commuting costs - Onsite snacks, weekly catered lunch, and (of course) unlimited Bevi ... plus composting and terra-cycling, too - Happy hours, team-building events, bagel breakfasts, Values awards - and more. Company Description Bevi is on a mission to transform how beverages are delivered and consumed. Our connected beverage platform eliminates the need for single-use bottles and cans, making it easy, fun, and sustainable to stay hydrated. As the category leader in IoT-enabled beverage technology, we're building a future where Bevi machines are everywhere people live, work, and connect. We’ve raised over $160M in venture capital, serve thousands of customers across the US, Canada, UK and Ireland, and we’ve been rapidly growing year over year, saving over 1 billion bottles from waste. In addition to driving hypergrowth with our current product line, Bevi is heavily investing in new product development.