Principal Presales Consultant (Fortify)

OPENTEXT - THE INFORMATION COMPANY

As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management. 

The Opportunity: 
We are seeking an energetic, self-driven Presales Solution consultant who will be the technical owner for assigned regions/accounts, and responsible for creating, qualifying, developing & selling solutions with the Professional Services sales team.  This role encompasses multiple disciplines, including Business Development Leaders, Solution Architects, and Enterprise Architects.  The LSC is responsible for identifying and delivering business value to customers by architecting effective information systems solutions that address the customer’s business problems and needs. Have knowledge of architectural frameworks, methodologies, and tools and understand how to apply this knowledge to design and position the value with our customers successfully.  

What you will be doing: 
•Develop and deliver sales presentations at CEO/COO/CIO levels for large, complex opportunities involving multiple technologies.
•Architect custom or reusable solutions of program and enterprise or operational scope
•Develop client technically or operationally feasible long-term IT strategies and plans for customers
•Provide review/input on project activities for large enterprise or global level
•Contribute to the Architect profession both internally and externally.
Opportunity Analysis 
•Gathers and assesses customer needs, both business and technical.
•Identifies related needs (lead generation, opportunity expansion).
•Identifies site-specific and corporate parameters and constraints that impact the solution.
•Identifies required project steps.
•Identifies likely problem areas that require attention.
•Identifies probable competition and product roll-out data/training needs and evaluates relative company strengths

Client/customer relationship.
•Maintains excellent communications with customer executive management across the Region.
•Represents the company as a technical expert with customers; shares knowledge in area of expertise and links to related technology areas.
•Advances opportunities through the use of effective consultative selling techniques.
•Builds customer loyalty through being a trusted advisor.
•Partners effectively with others in the account to ensure problem resolution and customer satisfaction.
•Communicates and articulates the details of their component roles in a proposed customer solution.
 
Team collaboration
•Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
•Analyzes and provides support to deals in the pipeline where needed.
•Transfers knowledge to presales peers via mentoring and contributing participation in peer education programs.
•Understands the roles and effectively engages other teams and resources within the company and partners.
•Identifies overlooked opportunities suggested by technical expertise.
•Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design.

Education and Experience Required:
•At least 10 to 15 years industry experience
•Bachelor's degree in computer science or related field, or equivalent experience.

You are great at: 
•Broad IT industry knowledge with depth in multiple areas; has a pulse on future technology or operational trends as they relate to and support customer business directions ("trusted advisor" role) and can play a leadership role in business development activities for large, complex opportunities.
•Conversant with and able to apply multiple architectural, development and operational methodologies (e.g., Zachman, TOGAF, ITSM, ...).
•Ability to provide architectural direction for multiple concurrent medium to large-sized projects concurrently in various stages of their lifecycle or a large project full-time.
•Develops Architecture Specification deliverables that map customer business requirements into complete information systems (technologies, processes, and people) or operational solutions.
 

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 hr@opentext.com.