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.

Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling anyone to take payments and never miss a sale, we saw sellers stymied by disparate, outmoded products and tools that wouldn't work together. So we expanded into software and started building integrated, omnichannel solutions - to help sellers sell online, manage inventory, offer buy now, pay later functionality, book appointments, engage loyal buyers, and hire and pay staff. Across it all, we've embedded financial services tools at the point of sale, so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth, enabling sellers to capture the next generation shopper, increase order sizes, and compete at a larger scale. Today, we are a partner to sellers of all sizes - large, enterprise-scale businesses with complex operations, sellers just starting, as well as merchants who began selling with Square and have grown larger over time. As our sellers grow, so do our solutions. There is a massive opportunity in front of us. We're building a significant, meaningful, and lasting business, and we are helping sellers worldwide do the same. The Role Square is building a best-in-class, high-impact field sales organization, and we are looking for an exceptional Territory Account Executive - someone who consistently exceeds expectations, takes full ownership of their territory, and brings Square's mission of economic empowerment directly to the businesses that need it most. This is a field-driven, execution-focused role designed for individuals who thrive in dynamic, demanding environments. You will spend most of your week out in the market - meeting businesses, conducting live demos, and closing deals with confidence. The pace is fast, the expectations are high, and your ability to operate strategically and decisively will determine your success. You will serve as Square's presence and competitive advantage in one of our highest-opportunity markets - responsible for building pipeline from the ground up, elevating Square's visibility in your community, establishing high-value partnerships, and helping local businesses grow through our ecosystem of industry-leading software and hardware. If you are motivated by impactful work, driven to outperform, and eager to join a high-performance team with high standards, this role is built for you. You will: Lead your market with disciplined, in-person execution - Spend ~80% of your week in the field - walking your territory, engaging local businesses, and driving 50-60 targeted business visits each week. - Run a full-cycle, self-sourced sales motion: generate leads, identify needs, deliver compelling demos, and close deals across Square's full product suite. Establish yourself as the go-to Square expert in your city - Build strong, trust-based relationships with local sellers by being present, reliable, and value-driven. - Partner cross-functionally to ensure a seamless onboarding experience and fast time-to-value for new sellers. - Implement a disciplined referral strategy to turn every new customer into future opportunities. Build a high-velocity pipeline from the ground up - Develop a repeatable top-of-funnel engine through door-to-door outreach, community engagement, events, networking, and targeted partnerships. - Work with channel partners to generate a consistent, high-quality referral stream that grows over time. Master your verticals and sell with precision - Build deep expertise in key verticals - including restaurants, retail, and services - to diagnose challenges and position the right Square solutions. - Sell consultatively and competitively, staying proactive and strategic throughout the sales cycle. Achieve exceptional results in a high-accountability environment - Maintain strong operational rigor in Salesforce: track activity, manage pipeline, and forecast accurately. - Measure performance frequently and improve continuously. - Consistently exceed quota within a culture where high standards are the norm. You have: - 3+ years of sales experience in a full cycle closing role with field sales experience - Experience exceeding sales targets, selling a diverse ecosystem of products, and closing complex deals - Ability to drive deals independently in a fast-paced, dynamic environment - Business development experience (e.g. hunting and cold calling) - Since this is a field position, you must have reliable transportation and live in the market you are serving - A collaborative and team player mentality - Prior Salesforce experience or equivalent - Even better: - 2+ years of payment processing OR related technology (i.e. payroll, loyalty, time management) - 1+ years of relevant audience experience (experience working in/selling to restaurants, retailers or services based businesses) Pay Transparency Block takes a market-based approach to pay, and pay may vary depending on your location. U.S. locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future. To find a location's zone designation, please refer to this resource . If a location of interest is not listed, please speak with a recruiter for additional information. Zone A: ($148,700 - $223,100) Zone B: ($138,300 - $207,500) Zone C: ($130,900 - $196,300) Zone D: ($123,400 - $185,200) Amounts listed above include target variable compensation. We're working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is an equal opportunity employer evaluating all employees and job applicants without regard to identity or any legally protected class. We will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances. We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible. Want to learn more about what we're doing to build a workplace that is fair and square? Check out our I+D page . While there is no specific deadline to apply for this role, U.S. roles are typically open for an average of 55 days before being filled by a successful candidate. Please refer to the date listed at the top of this job page for when this role was first posted. Application Guidelines Candidates may submit up to 9 active applications within a 60-day period. Reapplications to the same role are accepted 90 days after a previous application has been reviewed. Use of AI in Our Hiring Process We may use automated AI tools to evaluate job applications for efficiency and consistency. These tools comply with local regulations, including bias audits, and we handle all personal data in accordance with state and local privacy laws. Contact us here with hiring practice or data usage questions. Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering. Check out our other benefits at Block. Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people. Square makes commerce and financial services accessible to sellers. Cash App is the easy way to spend, send, and store money. Afterpay is transforming the way customers manage their spending over time. TIDAL is a music platform that empowers artists to thrive as entrepreneurs. Bitkey is a simple self-custody wallet built for bitcoin. Proto is a suite of bitcoin mining products and services. Together, we're helping build a financial system that is open to everyone.