OPENTEXT 
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.

 

Account Development Executive (m/f/d)

OPENTEXT - THE INFORMATION COMPANY

At OpenText, our mission as The Information Company is to develop software solutions and deliver services that shape the future of digital innovation. Join a winning team at the forefront of Enterprise Information Management.

The Opportunity:

This position can be based in either Ryad, Saudi Arabia. The ideal candidate needs to speak native Arabic to support Saudi Arabian Market.

As an Account Development Executive, you'll be part of a dynamic team focused on attracting prospects for OpenText. Your responsibilities include proactive outreach through cold calling, email, and social media. A basic understanding of B2B lead generation is essential. If you're energetic, tech-savvy, and creative, this role offers growth opportunities in sales, pre-sales, or management. You'll benefit from excellent onboarding, continuous coaching, and tailored development for career advancement.

Account Development Executives (ADEs) work closely with Account Executives to develop territory strategies, nurture leads, and qualify them into sales-ready opportunities. They collaborate with Sales and Solution Consultant Teams to move these opportunities through the sales pipeline. ADEs engage prospects through outbound strategic prospecting and follow up on inbound leads from global and regional marketing campaigns. Success is measured by the creation and acceleration of a qualified pipeline and revenue generation, with a focus on activity-based metrics to drive results.

Outbound Prospecting

- This role involves identifying and developing new business opportunities through outbound cold calling into targeted enterprise-level accounts. By collaborating strategically with an assigned Sales team of field-based Account Executives, ADEs articulate business value through persona-based research, storytelling, social selling, and other techniques.

Inbound Lead Development

- ADEs are responsible for qualifying and developing new business leads generated from prospect and customer engagement in our campaigns and digital events. This includes converting these leads into Sales Qualified Leads (SQLs). ADEs use inbound leads to understand customer pain points, identify entry points into the organization, and map out the buying process, targeting key decision-makers.

Opportunity Progression

- ADEs work as part of a 'win-team' alongside Account Executives and Solution Consultants to progress assigned opportunities. This includes re-engaging with prospects to identify any blockers, changes in the buying team, decision-making process, or organizational priorities. The goal is to build relationships and advance the opportunity.

Prospecting Activity

- Acting as trusted business advisors, ADEs build customer relationships through outbound cold-calling, email, social media, and video engagement. They identify key contacts and target accounts using Salesforce.com and desk-based research tools like LinkedIn and DiscoverOrg.

Lead Generation and Management

All lead generation activities, progress, and forecasts are tracked and managed in Salesforce.com and Outreach using approved processes and tools. ADEs provide weekly progress and forecasting updates in one-on-one meetings with their managers. Leads are qualified based on the B2B BANT criteria: Budget, Authority, Need, and Timeline. The quality of Sales Qualified Leads (SQLs) is monitored according to a defined process agreed upon with Sales.

 Key Qualifications for Success

Achievement of Quarterly Targets: Consistently meeting or exceeding set goals.Communication Skills: Strong interpersonal abilities with excellent verbal and written communication skills, including the ability to listen and understand a prospect's business challenges.Independence and Teamwork: Capability to work independently as well as collaboratively within a team.Creativity and Initiative: A proactive, creative mindset when researching leads and cold calling prospects.Adaptability: Ability to thrive in a fast-paced, high-growth tech environment where change is constant.Organizational Skills: Strong skills in organization, planning, and prioritization.Goal-Oriented: A positive, self-starting attitude with strong analytical skills, a history of taking ownership, and executing tasks autonomously.Continuous Learning: Eagerness to continually learn and grow.Technical Proficiency: Experience with Salesforce.com, Salesloft, LinkedIn Sales Navigator, and ZoomInfo is a plus.Cultural Understanding: Familiarity with doing business in Saudi Arabia is a significant advantage.Language Skills: Fluency in both Arabic and English is required.

 

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.

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 OpenText's vibrant workplace.