• Identify, qualify, develop, and close new service engagements in collaboration with Account Managers/Sales. • Actively participate in sales cycles, covering all aspects of Coupa services. • Design, estimate, and/or scope engagements, both directly and through partners. • Support the development of customized service offerings to meet client needs. • Provide feedback to the Solution Delivery Team on the suitability of existing packages to customer needs, supporting continuous improvement.

• Focus on finding and closing deals with companies over 500+ employees in size • Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing • Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person) • Develop a strong understanding of the territory, competitive offerings, and marketplace • Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition • Develop influential relationships and sales leads through partner/channel and other open networking efforts • Effectively demonstrate Emburse SaaS solutions with strong presentation skills • Collaborate with sales management on sales opportunities and obstacles • Meet or exceed monthly sales targets according to sales plan • Maintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectives • Participate in weekly sales meetings and articulate market feedback to management

• Reach out to clients who have requested information about coverage • Review needs and present available protection options • Assist clients through the process • Maintain follow-up and ongoing client communication • Build client-for-life relationships

Role Description As an Account Executive at OpenText, you help customers use information to grow faster and be more efficient in an increasingly digital world. You are part of a global team of highly skilled and entrepreneurial professionals who understand that their customers are experiencing unprecedented change. Your customers trust your judgment to help them solve their most pressing business problems and to support them in their journey to the cloud and to become a digital enterprise. You will stop at nothing to help them find the right solution to positively impact the business, improve their most important business processes, or reduce their risks. You are comfortable with complex sales cycles. Your track record of successful attainment of your targets will be rewarded with one of the most competitive compensation packages in the industry. What the role offers: - Consultative selling and intensely listening to your customers. - Preparing comprehensive territory plans. - Identifying and converting opportunities into sales. - Skillfully executing each phase of the sales process from pipeline generation to closing the deal. - Masterful client presentations and running effective meetings. - Clearly articulating the value proposition of solutions and products and the endless possibilities of the digital enterprise to your customers. - Collaboration across all internal teams and resources to ensure you bring the best solution to your clients. Qualifications - A track record of at least five years of B2B selling across the Enterprise, ideally with experience working in the eDiscovery and/or legal technology space. - Experience selling eDiscovery solutions into law firms, in-house legal at corporations and/or the EU regulatory. - You have experience working in a consultative capacity with lawyers (Partners) and C-level customers on complex cloud-based, on-premises or hybrid solutions and services. - Experience working in a consultative capacity with C-level customers on complex cloud-based, on-premises or hybrid solutions. - Expert knowledge of the B2B buying process and know all your key competitors and closely follow industry trends. - You deploy advanced sales methodologies and tools to achieve and exceed your targets. - Whether it’s the challenge of developing new accounts or finding untapped opportunities in your existing client base, the opportunity to grow our business is what drives your efforts every day. - Intellectual curiosity, easily grasp new products and solutions, and bring the spirit of innovation to your customers. - Bachelor’s Degree and a passion for continuous learning. Benefits - Competitive compensation package that recognizes your substantial impact in shaping the digital enterprise landscape. 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 eDiscovery builds the world’s most advanced technology to help legal and compliance teams discover what matters across massive volumes of enterprise data. Using unstructured data analytics, machine learning, and interactive visualizations, our platforms provide fast access to key documents, contract terms, personnel with expertise, and critical early insights—for litigation, investigations, due diligence, compliance, and more. 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.