Sr. Renewals Account Representative

Req id: 41658

CR

OPENTEXT - THE INFORMATION COMPANY

As the Information Company, our mission at Open Text is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management.

OPENTEXT - LA COMPAÑÍA DE LA INFORMACIÓN

Como la Compañía de la Información, nuestra misión en Open Text es crear soluciones de software y ofrecer servicios que redefinan el futuro de lo digital. Forme parte de un equipo ganador que lidera la gestión de la información empresarial.

The Opportunity:
As a Senior Renewals Account Representative, you will play a crucial role in driving maintenance renewal sales within a designated territory. Your primary responsibility will be to ensure that all existing customers keep their installed base licenses current on support while minimizing reduction or cancellation of maintenance contracts. You will have the opportunity to identify upsell and cross-sell opportunities, including multi-year renewals, premium support offerings, and lead passes to Sales colleagues for new business. This role offers a mix of remote selling over the phone and occasional travel for face-to-face customer meetings.

This position is a hybrid role in our San Jose, Costa Rica Office

You are great at:

• Navigating organizations and reaching decision-makers: You excel in finding ways to connect with key stakeholders within customer organizations through phone/email prospecting, leveraging existing contacts, and collaborating with supporting teams.
• Developing relationships: You represent the face of the company to the customer, establishing and nurturing relationships with IT and Business Users at all levels of the organization. Your ability to communicate the value proposition effectively is essential.
• Account planning: You develop strategic visions for each account, aligning solutions with the clients' current and future needs. By maintaining solution-specific Account Plans for top accounts, participating in cross-portfolio Account Plans, and leveraging customer insights, you maximize sales opportunities and revenue potential.
• Pipeline management: You proactively create and progress opportunities throughout the sales cycle. By identifying upselling and cross-selling opportunities, collaborating with supporting teams, and executing campaigns and sales plays, you drive growth within existing accounts and develop new opportunities.
• Ensuring customer satisfaction: You take ownership of the end-to-end success of solutions, resulting in positive business outcomes. Through regular account touchpoints, providing timely knowledge and support, and managing customer relationships and expectations, you ensure customer satisfaction and efficient business transactions.
• Gathering customer and market intelligence: You continuously develop deep insights into the market and competitive landscape to serve customers and drive competitive wins. By researching target account industries, sharing intelligence with colleagues, and staying informed about emerging trends, you position yourself as a valuable resource to customers.

What it takes:

• Tenacity and focus: You approach your role with a relentless drive to meet ambitious targets and deliver on commitments. Handling setbacks with professional perseverance and maintaining laser focus on delivering results are key attributes of success.
• Professional presence: Your polished written, spoken, and listening skills enable you to effectively communicate and present to individuals at all levels of the organization, including C-level executives. You demonstrate strong interpersonal skills that contribute to achieving desired outcomes.
• Salesmanship: You embrace sales processes and seek win-win resolutions in all interactions. As a representative of the company, you actively explore new approaches, build networks and relationships, and represent Open Text for broader reach and corporate gain.
• Change agent: You act as a catalyst for ideas within the industry, driving change and innovation within your community.
• Entrepreneurship: You exhibit inspirational leadership by bridging the customer's path to innovation and the company's solution development roadmap. You possess business acumen, follow industry journals, and stay updated on emerging trends to effectively serve customers.
• Business multiplier: You analyze key attributes of successful outcomes and replicate them across your territory. By leveraging available resources and fostering collaboration with executive sponsors, management, supporting functions, and channel partners, you drive opportunities to closure.
• Thought leadership: You leverage your expertise and knowledge to generate insights, identify trends, and provide valuable input to product groups, accounts, and customers.
• Ability to speak and write english fluently is a requirement for this role.

Performance areas for success:

• Emulate transformational selling: Anticipate evolving customer needs and provide integrated, best-in-class solutions that drive long-term success and transformation.
• Customer-centered innovation: Proactively solve customer problems, present growth opportunities, and deliver innovative and scalable solutions. Share lessons learned to enhance collaboration across the account network.

Skills:

• Basic understanding of the IT industry, competing vendors, and the channel.
• University or Bachelor's degree preferred.
• Typically 1-3 years of selling experience at end user account or partner level.
• Experience developing positive relationships and solving customer problems.

Open Text'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 Open Text's vibrant workplace.

Los esfuerzos de Open Text para construir un entorno de trabajo inclusivo van más allá del simple cumplimiento de las leyes aplicables. Nuestra Política de Igualdad y Diversidad en el Empleo proporciona directrices para mantener un entorno de trabajo que incluya a todos, independientemente de su cultura, origen nacional, raza, color, sexo, identificación de género, orientación sexual, situación familiar, edad, condición de veterano, discapacidad, religión u otros motivos protegidos por las leyes aplicables.
Si necesita asistencia y/o un ajuste razonable debido a una discapacidad durante el proceso de solicitud o contratación, póngase en contacto con nosotros en hr@opentext.com.Nuestro enfoque proactivo fomenta la colaboración, la innovación y el crecimiento personal, enriqueciendo el vibrante lugar de trabajo de Open Text.