Account Executive - OpenText Solution Sales
Summary/Objective:
Qellus is seeking a high-performing, self-driven Account Executive with a proven track record of originating net-new opportunities, building new customer relationships, and closing complex, value-driven consulting and solution sales. This is a role for someone who thrives in a proactive, yet consultative sales environment and can translate technology capabilities into clear business outcomes that resonate with C-level buyers.
This individual will focus heavily on new customer acquisition, targeting enterprise and upper mid-market organizations in the OpenText, SAP, and IBM Maximo ecosystems. Experience developing and working channel-driven opportunities with SAP partners (and within the SAP ecosystem) is strongly preferred.
To be successful in this role, the Qellus Account Executive must bring a strategic, solutions-oriented selling approach, possess strong technical aptitude, and clearly articulate business value, ROI, and risk reduction enabled by integrated ECM solutions. The ideal candidate also excels at opening doors, uncovering client pain points, and progressing opportunities through a disciplined, documented and repeatable sales process independently.
Essential Functions
Essential Functions:- Drive new customer acquisition through outbound prospecting, relationship building, and identifying market white space/ideal accounts.
- Execute the full sales cycle, from discovery and solution development through proposal creation, contract negotiation, and close.
- Conduct strategic discovery sessions and effectively diagnose prospective customers’ business challenges across SAP, OpenText, and related enterprise application environments.
- Operate within a disciplined sales process (e.g., defined qualification criteria, next-step rigor, forecasting hygiene) and maintain accurate, timely CRM updates.
- Clearly articulate Qellus’ differentiated value proposition and translate technical capabilities into compelling business outcomes.
- Develop and maintain an opportunity pipeline by researching and targeting qualified prospects and leveraging industry events, partnerships, referrals, SAP channel relationships, and other customer acquisition initiatives.
- Effectively qualify and prioritize opportunities based on strategic fit, potential business value, and our qualification criteria.
- Collaborate with Qellus delivery and solution architecture teams to shape custom solutions that address client-specific requirements.
- Build and manage relationships with SAP ecosystem partners and stakeholders to generate channel-sourced and co-sell opportunities.
- Stay current on OpenText, SAP, and ECM industry trends to position Qellus’ solutions in the context of emerging challenges and needs.
- Provide insight and ideas to marketing and leadership teams on messaging and campaigns that can accelerate pipeline growth.
- This position is fully remote and requires ability to travel as needed (on average 10-20%) to various U.S. client sites and events. There is some potential for international travel.
- Competitive base salary ($110,000 - $140,000 depending on experience and location) plus uncapped commission.
- Commission Structure: Commission is 4% for revenue on services and 6% for revenue on product license sales on revenue growth above target for assigned account list.
Education and Experience
Required Education and Experience:- Bachelor’s degree or equivalent relevant experience.
- 5+ years of consultative solution sales experience, including selling OpenText-related solutions and/or enterprise content management (ECM) services.
- Knowledge of enterprise content management (ECM), information governance, document management, and OpenText solution portfolios.
- Proven “hunter” track record: consistently meeting or exceeding net-new revenue and pipeline goals.
- Demonstrated experience working within a disciplined sales process and accurately forecasting pipeline.
- Experience developing and executing SAP channel/co-sell motions (SAP partners, SAP ecosystem relationships, or SAP-led opportunities).
- Strong understanding of SAP and the SAP solution ecosystem.
- Understanding of S/4HANA and enterprise asset management (EAM) environments (e.g., IBM Maximo) is preferred; ability to sell into these environments is required.
- Experience selling IT consulting services and integrated solution sales.
- Ability to prepare customer-specific proposals and executive-ready presentations.
- Strong communication skills and IT fluency.
- Experience tracking and analyzing sales performance based on key quantitative metrics.
- Ability to flourish with minimal guidance, be proactive, and handle uncertainty.
- Experience in solution-oriented sales that adds value to both customers and technology partners.
- Experience planning and implementing sales strategies.
- Ability to set sales targets and achieve them effectively.
- Experience preparing sales budgets and projections.
Benefits
- Medical, Dental and Vision Insurance
- 401(k) with employer match
- Paid Time Off
- 8 Paid Holidays
- 3 Floating Holidays
- Short- and long-term Disability
- Company-paid life insurance and AD&D
- Employee-paid supplement life insurance
- Bring Your Own Device (BYOD) program
- Professional growth and development
- Maternity and Paternity Leave
- Personal Leave
- Referral bonus program