Lead Solutions Consultant

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. 

Reporting directly to the Solution Consulting Director this individual will be responsible for leading the solution sale of strategic EIM opportunities, setting vision and direction within our key and focus named account base.

Working closely with the local team of Account Executives, Solution Consultants, Professional Services Consultants and strategic Partners you will be accountable for the analysis of the functional and technical solution of complex, multi-departmental EIM customer requirements, mapping these requirements upon the whole OpenText EIM product and solution portfolio, and for helping the customer visualize the value proposition by building out customized demonstrations of OpenText products and solutions.  

Main responsibilities and tasks:
•Works on Greater China accounts within region as required by the company.
•Work on selected strategic accounts identified as having major revenue development potential via improved information and process management
•Conduct ‘consultancy engagements’ designed to analyse customer business processes and identify business pains or opportunities that can be better addressed through improvements via information management enabled by OT technologies
•Organize and execute discovery workshops to develop and deliver compelling Business Synopsis inclusive of Value Maps, prioritized Solution Roadmap and Business Assessment including ROI and TCO analysis
•Analyse complex customer EIM requirements.  Pro-actively work with customers to identify business pains across departments which can be mapped together into an EIM solution bringing tangible business value to the customer. 
•Identify, formulate and communicate both improvements to business process and information management and the clear linkage of these improvements to OpenText technology investments, working closely with Solution Consultants and Professional Services to validate your thinking prior to communicating them to customers
•Enable and support the Account Executives for success by managing discovery, solution design, technical and architectural needs within the accounts. (Including responding to RFI, RFP, RFQ, etc.), and by providing the customer with compelling investment logic – benefits and financial justification
•Maintain a strong understanding of the broad OpenText technology portfolio at a level sufficient to understand and communicate “the art of the possible” in terms of business process and Enterprise Information Management (EIM)
•Work proactively with the AE and partner community as appropriate to develop EIM value propositions for individual customers and industry segments
•Acts as a thought leader to both our customers and across the OpenText organisation.

 
Desired Capabilities:
•Experienced in consulting with customers at all levels from operational staff to CEO, recognizing the different needs of individuals at different levels and different functions
•Has evident experience and expertise in domain and information-centric disciplines within Pharma R&D and Quality & Manufacturing, Public Sector, Knowledge Management, and related
•Familiarity with enterprise applications and related processes including ERP, CRM, HCM, etc.
•Profound “customer curiosity” – a natural interest in the customers’ business and business environment and a willingness to research judiciously, efficiently and effectively on these topics, to assure client “literacy” and minimize their “overhead” in leveraging our services
•Comfortable in a variety of customer interface scenarios – audiences of varying sizes and compositions, presenting formally, facilitating or in less formal meeting scenarios – and “good on their feet”, able to handle objections, disruptions or other unexpected inputs with confidence and self-confidence
•Willingness and ability to diplomatically coach, challenge, and extend customers’ thinking to assure full capture of both direct and indirect business benefits of a proposed process and/or EIM improvement
•Willingness to provide the customer with leadership, not just advice on options
•Able to rapidly assimilate new technology concepts and their business applications
•Understanding and ability to articulate how the complete OpenText solution lines work together to provide business value
•Does whatever is necessary to keep knowledge and skills current in a rapidly changing environment.
•Communicates complex concepts and issues effectively, selecting language, tone, and format perfectly targeted to the audience.
•Expertly makes compelling presentations to sophisticated or difficult audiences.
•Is highly effective in communicating with industry executives, using their time to maximum advantage.
•Excellent Mandarin and English language skills, written and oral.

Required experience and skills:
•Minimum of 7+ years relevant work experience in business consultancy, external and possibly internal, ideally in technology-related situations
•Minimum of 3 years of relevant work experience in designing solutions
•Bachelor's degree or equivalent experience
•Excellent solution selling and value based selling approach, with the ability to demonstrate complex concepts into customer issues, business models and IT solution strategies
•C- Level messaging and influencing experience. Understands value proposition of leveraging technology to enable digital business
•Strong knowledge of Enterprise Information Management
•Understands KPIs and value chains within multiple industries
•Strong presentation and communication skills
•Strong attention to detail; focus on quality
•Ability to work effectively in virtual teams
•Familiarity with SAP, Oracle, SalesForce and Microsoft solutions
•Strong literacy in core Microsoft Office products Excel, PowerPoint, Word
•Ability to travel as required

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. Should you require accommodations during the selection process, please contact accommodationrequests@opentext.com.

Subject to applicable laws and regulations, OpenText’s global vaccination policy requires all employees to be fully vaccinated against COVID-19 to enter an OpenText office. Accommodations may be available for specific roles.