Role Description We are seeking a high-performing Enterprise Account Executive to drive revenue growth for our Gaming & Hospitality technology solutions, including PMS, POS, and related operational platforms. This quota-carrying role is responsible for identifying, engaging, and closing new customers across casinos, integrated resorts, and tribal gaming organizations. The ideal candidate combines consultative selling skills with technical aptitude and can confidently demonstrate products, design solutions, address technical objections, and manage complex sales cycles from prospecting through close while consistently achieving quota. Why This Role Matters This role is critical to expanding our presence within the gaming and hospitality market by acquiring new customers and driving adoption of our PMS, POS, and related technology solutions. By combining strong hunting capabilities with solution-selling expertise, the Enterprise Account Executive directly impacts revenue growth, market expansion, and competitive differentiation while helping customers improve operations, enhance guest experiences, and achieve measurable business outcomes. Key Responsibilities - Own a defined sales territory or account portfolio and consistently achieve monthly, quarterly, and annual revenue targets. - Identify, prospect, and develop relationships with casino operators, integrated resorts, tribal gaming organizations, and commercial gaming enterprises. - Qualify inbound and outbound opportunities and develop account strategies to advance deals through the sales cycle. - Deliver compelling product demonstrations tailored to gaming and hospitality operations, showcasing PMS, POS, and related technology solutions. - Translate customer business and technical requirements into effective solution recommendations, including property management, gaming operations, food & beverage, retail, and enterprise integrations. - Manage the full sales cycle, including prospecting, discovery, demonstrations, proposal development, negotiation, and closing. - Drive both new business acquisition and account expansion opportunities across existing gaming and hospitality accounts. - Build business cases and ROI analyses to demonstrate operational efficiencies, revenue growth opportunities, and guest experience improvements. - Respond to RFPs/RFIs and provide accurate technical and commercial information. - Partner cross-functionally with Product, Professional Services, Customer Success, Marketing, and Leadership teams to support customer needs and successful deployments. - Manage contract negotiations and collaborate with legal and internal stakeholders throughout the deal process. - Maintain accurate CRM records, pipeline forecasts, and sales activity reporting. - Conduct competitive analysis and effectively position product differentiators against competing hospitality and gaming technology providers. - Establish and maintain executive-level relationships with key stakeholders, including CIOs, IT leaders, Gaming Operations, Hotel Operations, Finance, Operation leaders, and Tribal Councils where applicable. - Road warrior: Travel 50% or more throughout the United States and Canada to meet with customers, prospects, and industry events. Qualifications - 5+ years of proven experience in SaaS or enterprise software sales, ideally within gaming, hospitality technology, PMS, POS, casino management systems, or related solutions. - Proven track record of exceeding quota, particularly in new business acquisition and hunter-focused roles. - Experience selling into casinos, integrated resorts, tribal gaming organizations, hospitality groups, or related industries. - Experience managing complex sales cycles involving multiple stakeholders and executive decision-makers. - Demonstrated ability to deliver product demonstrations, design solutions, and confidently address technical objections. - Strong understanding of hospitality technology ecosystems, including PMS, POS, gaming systems, loyalty platforms, payment solutions, and third-party integrations. - Willingness and ability to travel extensively throughout North America. - Bachelor's degree or equivalent professional experience. Required Skills & Competencies - Strong hunter mentality with proven ability to generate and close net-new business. - Advanced consultative selling, negotiation, and closing skills. - Exceptional presentation and communication abilities for both technical and executive business audiences. - Ability to confidently demonstrate PMS, POS, and hospitality technology solutions while aligning capabilities to customer business outcomes. - Deep understanding of casino, hotel, resort, food & beverage, and guest service operations. - Experience selling into tribal gaming organizations and navigating complex stakeholder environments is highly preferred. - Proficiency with CRM platforms (e.g., Salesforce), sales enablement tools, and collaboration software. - Disciplined pipeline management, forecasting, and deal execution. - Ability to translate technical features into measurable business value, operational efficiencies, and ROI. - Strong understanding of enterprise software integrations, data flows, security requirements, and implementation considerations. Personal Attributes - Results-driven with strong ownership and accountability for achieving and exceeding targets. - Highly proactive, self-motivated, and comfortable operating in a hunter-focused, quota-driven environment. - Customer-focused with a passion for solving complex operational and technology challenges. - Strong relationship builder who can establish credibility with executive stakeholders across gaming, hospitality, and tribal organizations. - Collaborative team player who thrives in cross-functional environments. - Resilient and adaptable in a fast-paced, high-growth technology organization. - Excellent organizational and time management skills, particularly in a travel-intensive role. - Comfortable operating in environments with long sales cycles, multiple decision-makers, and complex procurement processes. Compensation - Base Salary: $100,000 - $115,000 - OTE: $200,000 - $230,000

• Develops business plan for assigned territory consistent with sales plans • Conducts quality sales presentations to targeted customers • Achieve quarterly sales goals while adhering to ethical sales practices • Develops positive relationships with peers, customers, and managers • Gathers and utilizes information to develop specific strategies for prescribers

Role Description As a Sr. Account Executive, Channels you will play a critical role in driving revenue growth through OpenText’s channel ecosystem. You will own and execute a go-to-market strategy that accelerates pipeline generation, strengthens partner relationships, and delivers consistent results across your assigned territory. - This is a partner-facing, revenue-driving role where you will collaborate closely with Solutions Engineers, Marketing, and cross-functional sales teams to position the OpenText Cybersecurity portfolio as a strategic growth engine for partners. - Serving as a trusted advisor, you will help partners and customers navigate modern security challenges by delivering the cyber resilience story—protecting endpoints, data, and businesses—while exceeding revenue and performance goals. Qualifications - 5+ years of sales or account management experience, preferably in channel-led SaaS or cybersecurity. - Proven track record of achieving and exceeding sales targets and annual quota. - Strong presentation, communication, and relationship-building skills. - Experience managing partner pipelines, CRM hygiene, and complex sales cycles. - Ability to articulate value propositions and tell a compelling cyber resilience story. - Self-motivated, results-oriented, and comfortable working in a largely virtual environment. - Knowledge of cybersecurity, endpoint protection, and/or data protection solutions. Requirements - Build and execute a territory go-to-market plan to drive pipeline growth and exceed quota. - Develop and expand strategic partner relationships, including executive-level engagement. - Collaborate with Solutions Engineers to position OpenText Cybersecurity and Microsoft-aligned offerings. - Drive demand generation initiatives in partnership with Marketing through campaigns and events. - Enable partners through sales and technical training to increase mindshare and deal velocity. - Conduct partner QBRs, account mapping, and pipeline reviews virtually and in person. - Represent OpenText at industry events, partner meetings, and trade shows. Benefits - Thoughtfully designed benefits package that supports physical, emotional, and financial wellbeing. - Variable and commission compensation opportunities for eligible roles. - Vacation entitlement and paid time off. Company Description OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. We help teams succeed through collaboration, tackle challenges with resilience, and innovate with intention. - OpenText's commitment to diversity and inclusion surpasses legal requirements. - We promote a respectful and empowering environment for employees of all backgrounds. - Our proactive approach fosters collaboration, innovation, and personal growth.

• Develop and execute sales strategies and plans in order to achieve sales targets • Attract relevant stakeholders for meetings, organizing the customer in a group format, help create a basis for customer business case • Demonstrate and clearly differentiating the product from the competition focusing on our clear and compelling value proposition • Forecast and deliver against substantial revenue targets and achieve the assigned sales volume • Identify new business opportunities and follow-up the defined business opportunities • Work with Marketing and Business Development teams to drive lead generation and awareness • Maintain detailed reports in the CRM system of sales activities including calls, meetings, demonstrations, sales, lost business, and any customer or prospect interactions • Communicate with customers and leads to identify and understand the issues they are trying to address; identify and suggests solutions to meet those needs • Organize demonstrations of the functions and utility of products or services to customers based on their needs. • Provide periodic territory sales plans • Perform other duties as assigned