Sales Director - OpenText - Tokyo

Job description
Bringing structure to the unstructured by unleashing the power of information
OpenText Enterprise Information Management (EIM) technologies and business solutions allow organizations to take full advantage of enterprise information to gain better business insight, capitalize on opportunities to positively impact the business, improve process velocity, reduce risks related to information governance, and protect sensitive information and intellectual property from internal leaks and external threats.
With growing volumes and a host of formats to manage and leverage, organizations need to bring structure to the unstructured. By doing so, they will be unleashing the power of information to drive faster decision making, improved agility, strong security policies, and an increased ability to both exploit the opportunities and control the risks of enterprise information. OpenText provides solutions across the entire range of core EIM capabilities – sophisticated, secure, high-value, and cost-effective – onsite, via mobile devices, private cloud, or in the cloud.

Position Outcomes and Duties:

Consistently meet and exceed agreed to monthly, quarterly and annual product sales goals (license, hardware and PS) by leading and managing the European sales team with a focus on:

-Leading and managing channel partners to meet and exceed these goals, including participating in the sales process for large or important sales.
-Expanding sales with existing channel partners and identifying and developing agreed to new channel partners.
-Winning and maintaining agreed to key targeted enterprise accounts that are managed or led on a direct sales basis.
-Review direct report activities on a regular basis, at least weekly. Attend partner sales calls to “view” partner sales process and skills.
-Utilizing FDDG specific sales process to track all opportunities above an agreed $ amount. Track and manage all opportunities through Salesforce.com per Open Text requirements.
-Report monthly on sales activities and forecast sales by business partner. Inform management on market, sales, and competitive forces or trends in the region.
-Determine, suggest and arrange partner training, seminars and other activities to increase business and support sales activities.
-Discuss activities, opportunities and issues with immediate supervisor at least every two weeks or as needed.

Position Requirements:

-At least ten years business development and sales experience in appropriate software related industry. Fax server knowledge and industry expertise is preferred but not essential.
-An understanding of business processes, business automation and the document and information distribution challenges that organizations face is required.
-Experience coaching and guiding others, including direct reports as well as channel partner personnel.
-Successful history of achieving sales through a partner channel as well as winning direct and indirect enterprise sales.
-Understanding of strategic selling and consultative selling processes, including demonstrated success participating and succeeding in strategic selling and consultative sales environments.
-Experience should include implementing a sales process through a partner channel, including demonstrated experience of knowing when to contact the prospective customer directly in a partner sales model and when to intervene and take over the sales process.
-Experience presenting complex technical concepts in a clear manner to customers through presentations, demonstrations and proposals.
-Self-motivation with demonstrated sales planning skills, sales leadership, time management, and project management skills. Strong ability to manage multiple tasks simultaneously.
-Additional experience managing a small inside sales team and a small professional service team would be beneficial.

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