Role Description As a Strategic Solutions Sales Executive in Public Sector 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 and building new business channels. Your track record of successful attainment of your targets will be rewarded with one of the most competitive compensation packages in the industry. Qualifications - Experience selling eDiscovery solutions into law firms and in-house legal departments at corporations. - Experience working in a consultative capacity with lawyers (Partners) and C-level customers on complex cloud-based, on-premises, or hybrid solutions and services. - Expert knowledge of the B2B buying process and familiarity with key competitors and industry trends. - Ability to deploy advanced sales methodologies and tools to achieve and exceed targets. - Intellectually curious and able to grasp new products and solutions, bringing the spirit of innovation to customers. - Completed post-secondary education and a passion for continuous learning. Requirements - 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 services 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. 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. Compensation Salary Range: $134,400 - $201,500 plus commissions; Depending on the candidate’s education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted. California Residents: The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions. AI Usage Disclosure As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.

• Manage and expand a portfolio of existing customer accounts • Convert new business opportunities generated through inbound leads into closed revenue • Build and maintain strong relationships with customers • Conduct discovery calls, presentations, and solution discussions • Develop and execute account plans for priority customers • Meet or exceed assigned sales quota and activity metrics • Maintain accurate and up-to-date CRM records and pipeline data

Role Description Formulated Materials, a leading construction product company, is seeking an experienced Architectural Sales Representative to join our dynamic team. This remote role is designed for a seasoned professional with a proven track record of calling on or working alongside architects, delivering compelling product presentations, and generating demand through documented project specifications. The ideal candidate will possess a deep understanding of the B2B channel and architectural sales, with specific experience in the construction industry. At Formulated Materials, we are committed to building a diverse, inclusive team and encourage applications from candidates of all backgrounds. If you are driven, passionate about construction, and eager to shape the future of architectural sales, we would love to hear from you. Join us in advancing the industry and taking your career to the next level. Duties and Responsibilities - Develop and Maintain Relationships: Build and nurture relationships with architects and design professionals to promote the specification of Formulated Materials products. - Deliver Professional Presentations: Prepare and conduct high-quality presentations to architects, showcasing product benefits and technical details. - Drive Demand: Contribute to the annual revenue growth goals of Formulated Materials through the documented specification of our products on project plans. - Market Intelligence: Attend relevant tradeshows and industry events to stay informed on industry trends impacting our target segments. - Business/Information Management: Utilize Salesforce.com to build a database of design contacts for marketing efforts, track activity to ensure alignment with strategy, and track project opportunities from initial concept through shipping of material. - Collaboration: Partner with regional sales executives to identify impactful design firm targets and to ensure efficient and effective communication of our product specifications to targeted install partners. Partner with marketing, product/technical managers, and senior leadership to communicate needs and trends related to our target segments. - Proposal and Specification Development: Prepare proposals, specifications, and technical documents to secure product approval. - Training and Education: Educate architects on product applications, installation methods, and the technical advantages of Formulated Materials products. - Compliance and Safety: Ensure all sales activities adhere to company policies and industry regulations, especially regarding safety and product usage. - Performs other duties as assigned. Qualifications - Ability to demonstrate our ICOMPEL values. - Exceptional influence skills. - Effective written and verbal communication skills. - Exceptional presentation skills. Competencies - Teamwork: Promote positive work relationships with staff, team members, and supervisors. - Initiative: The ability to proactively perform job responsibilities independently and responsibly. - Accountability: Answerable and responsible for actions and performance individually or on a team. - Sales Communication and Documentation: Effectively and professionally communicate sales information to diverse groups, follow documentation processes, and utilize sales tools. - Strategic Planning: Ability to gather and interpret data, apply knowledge, and generate strategic plans that achieve organizational objectives. Education and Experience - Master’s Degree in Business or related field and 3 years of experience working in a sales position. - ~OR~ - Bachelor’s Degree in Business or related field and 4 years of experience working in a sales position. - ~OR~ - Associate's Degree in Business or related field and 6 years of experience working in a sales position. Physical Demands/Working Conditions - Office environment. - Computer use in full day increments. - Ability to identify safety hazards and communicate effectively with others. - Safely perform work with appropriate safety gear. - Bend, squat, twist, and reach in various positions as the situation dictates. - Lift materials up to 40 pounds rarely. - Travel Requirements: Travel up to 50% of the time to meet clients, attend industry events, and engage in face-to-face interactions. No issues that would preclude air travel.

Role Description The Client Executive is a senior sales professional responsible for driving strategic account growth within a defined portfolio of high-value enterprise customers. Managing a focused set of approximately five strategic global accounts, the Client Executive develops and executes long-term account strategies that expand OpenText's footprint, strengthen executive relationships, and deliver measurable business outcomes for customers. - The portfolio consists of leading organisations across multiple verticals including Banking, Financial Services, Energy & Retail sectors. - Responsible for developing trusted executive relationships across these strategic enterprises. - Identifying whitespace opportunities and positioning the full OpenText portfolio to support customers' digital transformation, regulatory compliance, information governance, AI, cloud, cybersecurity, enterprise content management, and operational resilience initiatives. - Working in close partnership with Strategic Solution Sales Executives (SSEs), Solutions Consultants, Customer Success, Professional Services, and Partner teams. - Acts as a trusted advisor to executive stakeholders, identifying opportunities to solve complex business challenges while driving software, cloud, services, and subscription revenue across the enterprise. Qualifications - Strategic Account Leadership - Revenue Growth & Sales Leadership Requirements - Developing and executing comprehensive account strategies for a portfolio of strategic enterprise customers. - Managing and expanding relationships across named strategic accounts including Banking and Financial Services. - Building multi-year growth plans aligned with customers' digital transformation, regulatory compliance, operational resilience, AI, cloud, cybersecurity, and information management strategies. - Establishing and maintaining trusted executive-level relationships across business and technology organisations. - Identifying whitespace opportunities and driving expansion across the full OpenText portfolio. - Leading account planning and territory strategy in collaboration with Strategic Solution Sales Executives (SSEs) and the wider account team. - Achieving and exceeding software, cloud, services, and recurring revenue targets across a portfolio of strategic global accounts. - Driving complex, multi-million-euro enterprise sales engagements from opportunity identification through executive negotiation and successful close. - Developing executive sponsorship while expanding OpenText's strategic footprint across assigned financial services and insurance customers. - Orchestrating cross-functional teams to deliver measurable customer outcomes and sustainable long-term account growth. Benefits - 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. - 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.