Director, Sales

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.
What is the role?OpenText is seeking a strategic and results-driven Sales Director to lead and scale our high-performing APAC sales team for the Business Network and IoT division. This leadership role is responsible for driving the overall revenue strategy, managing a team of Enterprise Account Executives, and accelerating the adoption of our market-leading supply chain digitization and IoT solutions across the region.
**Key Responsibilities**: Team Leadership& Performance Management: Lead, mentor, and motivate a team of Senior Account Executives. Foster a culture of excellence, accountability, and collaborative selling. Conduct weekly pipeline reviews, provide strategic deal coaching, and ensure the team exceeds quarterly and annual sales targets.
**Regional Sales Strategy**: Develop and execute a comprehensive regional sales strategy for the APAC market. Identify and prioritize key verticals and target accounts to maximize market penetration and revenue growth.
**C-Level Engagement& Complex Deal Execution**: Act as a key executive sponsor in strategic, high-value opportunities. Partner with your team to navigate complex sales cycles, build compelling business cases, and negotiate and close seven-figure enterprise agreements with C-level stakeholders.
**Revenue& Pipeline Management**: Own the regional P for the team's accounts. Accurately forecast revenue and ensure a robust and healthy sales pipeline that consistently meets and exceeds growth targets. Implement rigorous sales processes and leverage CRM analytics to drive predictability.
**Cross-Functional Collaboration**: Work seamlessly with internal stakeholders—including Marketing, Pre-Sales, Product Management, and Customer Success—to align resources, refine go-to-market messaging, and ensure a superior customer journey from prospect to advocacy.
**Market Expertise**: Maintain deep knowledge of the competitive landscape, industry trends, and customer challenges within supply chain management and IoT. Translate this knowledge into actionable strategies to differentiate OpenText and win in the market.
**Position Requirements**: A minimum of 10+ years of progressive experience in enterprise software/SaaS sales, with at least 3-5 years in a first-line sales leadership role managing individual contributors.
A proven and documented track record of exceeding team sales quotas and leading a team to overachievement. Experience selling supply chain, B2B integration, ERP, or IoT solutions is highly preferred.
**Deep vertical expertise in one or more of the following**: Manufacturing, Logistics& Transportation, Automotive, or Retail.
Demonstrated experience in building strategic, executive-level (C-Level) relationships within large, complex global organizations. Experience selling into the Fortune 500/Global 2000 is essential.
Exceptional skills in sales coaching, pipeline management, forecasting, and strategic account planning. You are adept at helping your team architect and execute complex deals.
Strong business and financial acumen, with the ability to build and present business cases that articulate ROI and transformational value.
A player-coach mentality; a leader who is capable of strategizing at an executive level but also remains connected to the details of key deals.
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.