Renewals Account Representative

OPENTEXT - THE INFORMATION COMPANY

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.

AI-First. Future-Driven. Human-Centered.

At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We are hiring talent AI can't replace to help us shape the future of information management. Join us.

As a 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.

• 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