Strategic Sales Development Representative

OPENTEXT - THE INFORMATION COMPANY

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.

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

OpenText has developed global Centres of Excellence for Sales Development to support best in class cloud software technology and solutions.

You will be joining a social, high-performing team required to collaborate with peers to effectively attract and qualify prospects evaluating the purchase of OpenText solutions. The successful incumbent will be comfortable cold calling, cold emailing and engaging via social media and video. It is important that you have a strong understanding of B2B lead generation and business development.

If you are energetic, tech savvy, motivated and creative, this position will challenge and enhance your skillset. This is a quota carrying role for career minded individuals that offers a strong introduction and foundation for a future role in Sales, Presales, solution consultancy or leadership within a global software organization. You will receive best in class onboarding and continuous on the job coaching and personalized development to support your professional growth.

Strategic Sales Development Representatives (SDRs) are responsible for partnering with their Client Executives to develop a territory strategy for discovering, nurturing and qualifying pipeline, and converting those leads to Sales qualified opportunities and revenue. Strategic SDRs are also responsible for working with their Sales and Solution Consultant teams to actively support and progress opportunities through the sales pipeline funnel.

Their prospecting activity is split between outbound, strategic sales driven prospecting, and following up inbound leads generated from prospect and customer engagement activated by global campaigns and regional Field Marketing. Success in this position is measured by qualified pipeline creation, pipeline acceleration and revenue, with activity-based metrics in place to achieve this outcome.

Outbound Prospecting

- This role uncovers and develops new business opportunities via outbound cold calling into targeted enterprise level accounts by working strategically with an assigned Sales team of Client Executives, articulating business value through persona-based research, storytelling, social selling.

Inbound Lead Development

- This role is responsible for qualifying and developing new business leads that come from prospect and customer engagement across campaigns and digital events to generate Sales Qualified Leads.
- An inbound lead provides the opportunity to build a profile of customer pain points, map the buying process and engage additional stakeholders.

Opportunity Progression

- Strategic SDRs will be assigned opportunities to progress, working as part of a win team with a Client Executive and Solution Consultant.
- Activities include re engagement, identifying blockers, stakeholder mapping and nurturing relationships to move the opportunity forward.

Prospecting Activity

- This role acts as a trusted advisor and builds customer relationships via outbound cold calling and the use of email, social media and video engagement.
- Identifies key contacts and target accounts through Salesforce and desk-based research tools such as LinkedIn and ZoomInfo.
- All lead generation activity, progress and forecasting are tracked and managed within Salesforce and Outreach using approved processes and tools. Strategic SDRs provide regular updates on pipeline and performance.
- Strategic SDRs qualify leads using BANT criteria and aligned prospecting sequences. Sales Qualified Leads are approved and monitored for quality through defined processes.

WHAT IT TAKES TO EXCEL

- Achievement of quarterly targets
- Strong interpersonal and effective verbal and written communication skills, with the ability to engage senior stakeholders and understand complex business challenges
- Ability to work independently and within a team environment
- Strategic and creative approach to researching and engaging enterprise accounts
- Ability to adapt in a fast paced, high growth technology environment
- Strong organizational, planning and prioritization skills
- Goal oriented, self-starter mindset with strong analytical capability and ownership
- Ability and desire for continuous learning
- Experience with tools such as Salesforce and LinkedIn Sales Navigator are beneficial
- Proven outbound lead generation experience within a technology environment preferred

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 [email protected] . Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.