Looking for a job

Gregory Katz

@gregorykatz

Message

Enterprise sales executive at OpenText who built a new territory and generated $3.7M in qualified ARR pipeline.

Italy

Message

At OpenText, I built a new territory from scratch and generated $3.7M in qualified ARR pipeline through new-logo creation and territory development. I own full-cycle enterprise and OEM opportunities, with separate agreements reaching $250K ACV and $3.2M TCV.

At Automation Hero, I generated $1.5M ARR in the first year through partner-led sales and joint go-to-market execution. I also designed and launched the EMEA partner program and built a repeatable partner ecosystem.

Earlier, at Kofax, I generated $5M+ in net-new enterprise business as a Sales Account Executive and influenced $20M+ in strategic EMEA wins as a Senior Sales Engineer. My experience also includes sales engineering, solution consulting, and designing and implementing ECM and document capture solutions.

Experience

Work history, roles, and key accomplishments

Current

Senior Sales Executive

Current

OpenText

Dec 2023 - Present (2 years 10 months)

Built a new territory from scratch and generated $3.7M in qualified ARR pipeline. Owns full-cycle execution of complex OEM and enterprise opportunities, managing an annual new-business target of $2.2M.

Partner Sales Manager EMEA

Automation Hero

Sep 2022 - Dec 2023 (1 year 3 months)

Generated $1.5M ARR in the first year through partner-led sales motions and joint go-to-market execution. Designed and launched the EMEA partner program and built a repeatable partner ecosystem.

Partner Led Sales Channel Sales Go To Market Strategy Partner Enablement Co Sell Sales AI Intelligent Automation Pipeline Development

Sales Account Executive

Kofax

Jan 2019 - Sep 2022 (3 years 8 months)

Generated $5M+ in net-new enterprise business across SaaS subscriptions and enterprise software licenses. Achieved up to 195% of a $1.5M annual new-business quota.

Enterprise Software Sales Full cycle Sales New Logo Hunting Pipeline Management C level Engagement Negotiation Value Based Selling SaaS Salesforce MEDDIC MEDDPICC

Senior Sales Engineer

Kofax

Jul 2014 - Dec 2018 (4 years 5 months)

Held a quota-carrying Senior Sales Engineer role, consistently achieving 100% to 150% of a $3.2M regional overlay target. Influenced $20M+ in strategic EMEA wins through discovery, proof of concept, and solution design.

Sales Engineering Discovery Proof of Concept RFP Responses Technical Validation Solution Design Competitive Positioning Enterprise Sales EMEA

Sales Engineer

Perceptive Software

Jul 2011 - Jul 2014 (3 years)

Supported enterprise and public-sector sales cycles across Europe through discovery, demonstrations, proof of concepts, RFP responses and solution design. Held quota-carrying sales engineering responsibilities from 2011 onward.

Sales Engineering Discovery Demos Proof of Concept RFP Responses Solution Design Enterprise Sales Public Sector

Solution Consultant - Team Leader

Imélios

Jun 2008 - Jun 2011 (3 years)

Led the technical team responsible for a sensitive project for France’s Interior Ministry. Translated capture, case management, enterprise content management and workflow requirements into solution architectures and business value.

Solutions Architect Team Leadership Capture Case Management Enterprise Content Management Workflow Management Client facing delivery

Design Engineer & Developer

Gedox Solutions

Apr 2006 - Jun 2008 (2 years 2 months)

Designed, developed and implemented ECM and document capture solutions, building early expertise in workflow, information management and customer-facing solution delivery. Supported sales opportunities through demonstrations, technical design and implementation.

ECM Document Capture Workflow Management Information Management Solution Design Implementation Demos

Research Analyst

Totes Isotoner

Jun 2005 - Sep 2005 (3 months)

Conducted a feasibility study on the use of open-source software for office productivity and IT operations. Evaluated tools through selection criteria, proof of concept, data collection, user feedback and risk analysis.

feasibility studies Open Source Software Evaluation Proof of Concept Data Collection Risk Analysis