Account Development Executive

at  OpenText

Hiring Manager: Bennett Oberstein
Talent Acquisition Advisor: Snigdha Asthana
Job Code Level: RTP3
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• This role uncovers& develops new business opportunities via outbound cold calling into targeted enterprise-level accounts by working strategically with an assigned Sales team of field-based Account Executives, articulating business value through persona-based research, storytelling, social selling, etc.
• This role is responsible for qualifying and developing new business leads that come from prospect and customer engagement across our campaigns and digital events to generate Sales Qualified Leads (SQLs). An inbound lead provides the opportunity for the ADE to build a profile of the customer pain points OpenText can resolve and a ‘way in’ to the organization to map the buying process and target additional contacts engaged in the process.
• ADEs will be assigned opportunities to progress working as part of a ‘win-team’ with an Account Executive and Solution Consultant. Activities include re-engagement to understand any blockers, changes in the buying team or decision making process, change in organizational priorities, as well as nurturing additional relationships to move the opportunity forward.
• This role will act as a trusted business advisor and build customer relationships via outbound telephone cold-calling and the use of email, social media and video engagement.
• This role identifies key contacts and target accounts through Salesforce.com and desk-based research tools (e.g., LinkedIn& DiscoverOrg).
• All lead generation activity, progress& forecasting is tracked and managed within Salesforce.com and Outreach using the approved processes and tools. ADEs provide weekly progress& forecasting updates in their manager 1:1 meeting.
• ADEs qualify leads using the B2B BANT criteria: Budget, Authority, Need, Timeline and against approved prospecting sequences within Outreach.