Client Executive (Melbourne)

Hiring Manager: Travis Acfield

Talent Acquisition Advisor: Ruby Huang

Job Code Level: SGP4

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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're hiring talent that AI can't replace to help us shape the future of information management. Join us.

THE OPPORTUNITY

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 strategic 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.

Working in close partnership with Strategic Solution Sales Executives (SSEs), Solutions Consultants, Customer Success, Professional Services, and Partner teams, the Client Executive serves as the primary orchestrator of customer engagement and revenue growth across the full OpenText portfolio. The role requires a consultative and value-based approach that aligns OpenText's solutions with customers' business priorities, digital transformation initiatives, and strategic objectives.

The Client Executive 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.

YOU ARE GREAT AT

Strategic Account Leadership

• Developing and executing comprehensive account strategies for a portfolio of strategic enterprise customers.
• Establishing and maintaining strong executive-level relationships across business and technology organizations.
• Identifying whitespace opportunities and driving expansion across the full OpenText portfolio.
• Leading account planning and territory strategy in collaboration with SSEs and supporting account teams.

Revenue Growth & Sales Leadership

• Achieving and exceeding software, cloud, services, and recurring revenue targets.
• Driving complex sales cycles from opportunity identification through negotiation, contracting, and closure.
• Leading large, strategic enterprise pursuits involving multiple stakeholders and business units.
• Managing pipeline development, forecasting accuracy, and account investment strategies.

Executive Relationship Management

• Serving as the primary executive point of contact for assigned customers.
• Building trusted advisor relationships with C-level executives and senior business leaders.
• Facilitating executive discussions focused on business outcomes, innovation, risk mitigation, and transformation.

Collaboration with Strategic Solution Sales Executives

• Partnering closely with SSEs to develop and execute solution-specific growth strategies.
• Coordinating sales activities across multiple OpenText product and solution areas.
• Leveraging solution specialists to address customer business challenges and maximize opportunity potential.
• Aligning technical, business, and commercial strategies to accelerate deal progression and successful outcomes.
• Ensuring a coordinated customer experience across all OpenText sales motions.

Customer-Centric Selling

• Understanding customer business drivers, industry challenges, competitive pressures, and strategic priorities.
• Applying consultative and value-based selling techniques to uncover and expand opportunities.
• Translating customer needs into strategic business outcomes supported by OpenText solutions.
• Ensuring customer satisfaction and cultivating long-term partnerships that lead to referenceable customer relationships.

Business Management & Operational Excellence

• Maintaining accurate opportunity, account, and forecast information within Salesforce.com.
• Creating and executing account plans, stakeholder maps, and opportunity strategies.
• Collaborating with Customer Success and Professional Services teams to support adoption and expansion opportunities.
• Managing complex commercial negotiations and procurement processes.

WHAT IT TAKES

• Proven success in enterprise software sales, strategic account management, or complex solution selling environments.
• Demonstrated track record of achieving and exceeding revenue quotas within large enterprise accounts.
• Experience managing and growing strategic customer relationships at executive levels.
• Strong consultative, value-based, and outcome-oriented selling skills.
• Ability to navigate complex, matrixed customer organizations and influence multiple stakeholders.
• Strong business acumen with the ability to connect technology investments to business outcomes.
• Experience working collaboratively with technical sales, solution specialists, and services organizations.
• Ability to develop strategic account plans and execute against measurable growth objectives.
• Strong forecasting, pipeline management, and opportunity qualification skills.
• High learning agility, resilience, and customer focus.
• Bachelor’s degree in Business, Technology, or a related field, or equivalent experience.
• Willingness to travel to customer, partner, and OpenText locations as 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 submit a ticket at Ask HR. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.