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Client Manager - Professional Services Sales

Req id:  27954

Menlo Park, CA, US Pleasanton, CA, US Waukesha, WI, US Pasadena, CA, US San Mateo, CA, US

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: 

 

The Open Text Professional Services team is comprised of more than 3000 consultants who act as trusted advisors, managing long lasting relationships with more than 100,000 customers around the world. They are responsible for the delivery of business solutions from pre-sales to post implementation. Our teams of experts help organizations solve issues, create value, improve business performance, and work more effectively in an increasingly digital world. 

As a leader in OpenText Professional Services you will work in a fast paced, dynamic environment and you will be recognized as a subject matter expert within the Enterprise Information Management space. From supporting your customer with the implementation of systems and optimization of our products, to conducting workshops on best practices, you will be travelling to different sites and there are never two days that look exactly the same. You will be supported with training on our solutions, be able to receive relevant certifications and have many opportunities for advancement. 

 

OpenText (OT) Professional Services is an enabler to our customers seeking to realize Return on Investment (ROI) from their investment in OpenText Enterprise Information Management (EIM) products.  As a Client Manager of Professional Services for the North America West Region, you will be responsible for many aspects of Professional Services including selling services, supporting license and cloud sales by providing necessary services information concerning the implementation of the solutions proposed and the overall customer relationship regarding all Professional Services offerings. The position requires the selected applicant to live in the western half of the United States. .

Such services includes the implementation of solutions based on OT products including development and support of limited Fastrack solutions as well as custom solutions.  The Client Manager role works closely with the rest of the customer account team including Sales, technical pre-sales and OT Practice Leads for other value-add services that can be provided to the clients in relation to solution realization including learning services, managed services, and cloud services.  The Client Manager will at times be responsible for working with OpenText Professional Services Partners for staffing of projects where OpenText Consultants are not currently available.

The Client Manager is responsible for Professional Services sales, revenue generation and establishing an acceptable opportunity sold margin within NA West Region while actively supporting peers in the West Region and across North America for mutual success against the OpenText mission of bookings, revenue, margin, and reference-ability.


You are great at: 


•    Generating revenue opportunities by developing solutions for clients and Service Offering using creativity and the available tools.
•    Creating a pipeline of opportunity to generate bookings meeting quarterly budget expectations.
•    Negotiating project deliverables/schedules/costing for services from external suppliers or other groups within Open Text.
•    Regular and timely updating of opportunity status in our CEM system (Salesforce.com)
•    Working with the sales team to generate revenue within existing accounts by proposing the full range of solution realization, enhancement, and operational services including updates, upgrades, customization to existing clients.
•    Ensuring timely delivery and management of resource forecasting, opportunity forecasting, proposal/SOW writing and achieving required approvals, contract and invoicing status using appropriate tools available.
•    Understanding revenue forecasting and be able to report accurately on Quarterly revenue and bookings to Regional Vice-President.  
•    Providing leadership in promoting, identifying, recommending, and implementing improvements to any processes
•    Managing as required the Professional Services team in writing responses to RFP’s, identifying and tracking opportunities including the participation in Business Development synergy meetings to ensure client account activities are communicated internally to other Open Text stakeholders
•    Formulating and managing strategies and project plans including: 1) Management of deliverables 2) Determination and tracking of project plans (including Work Breakdown Structures, timelines, resource plan training plans and any other related contractual milestones, plans, or milestones) 3) Regular project reviews and reporting 4) On-going risk, issue and change management; This is to be done for both time and material and fixed fee engagements.
•    Dealing with Customer Sr. Management and C-Level executives 
•    Selling Professional Services to commercial and public sector accounts that include state and local governments, higher education institutions and federal government agencies and installations.

 

What it takes:

 
•    University Degree or College Diploma and/or relevant IM/IT experience (5+ years) or equivalent.
•    At least 4 years of experience with IT systems.
•    Experience in managing teams and direct reports; ensuring objectives are met on time and budget.
•    Expertise in complex business and technical processes and their implications across the enterprise. Knowledge of project management disciplines and processes.
•    Experience selling Professional Services
•    Knowledge of the Open Text product offerings and how to associate such to client’s business requirements
•    Ability to use standard methodologies to quickly evaluate and size an opportunity. Being able to quickly assemble business requirements to OT modules and provide an estimate for budgetary purposes.
•    Previous experience in planning and implementing large scale ECM projects.
•    At least two years prior experience closing and directing engagements totaling at least $1 million in annual fees
•    Prior experience as a senior manager in a big 5 or major consulting organization preferred.
•    Have experience selling to and/or working for major corporations within the west United States client base is preferred 
•    Strong presence and confidence, exhibiting professional maturity, strong communication skills with at least 5 to 10 years working experience
•    Solid work ethic with a willingness to ’do what it takes’ to meet client demands
•    Willingness to travel, at times, up to 3-4 days per week 

 

While OpenText is an Equal Opportunity Employer, our 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 accomodationrequests@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 to maintain a safe workplace for our employees. 


OPENTEXT - THE INFORMATION COMPANY

Our growing team is mapping the future of Information Management, and we continue to make new discoveries that expand its boundaries. Join us and be part of a winning team, where the opportunities for your career are limitless. 

From its innovative start as a research project by University of Waterloo professors in 1991, OpenText has grown into a global company with offices in more than 35 countries. Our high- performance culture has forged our growth and is an excellent fit for people looking to push themselves to learn and do more.

It’s our time to lead, and as part of our team, it will be your time too. Our continued growth will provide you the opportunity to explore, learn and chart an exciting career path while enjoying a good work-life balance. 

Perks 
If you thrive in a dynamic work environment, there is always a new horizon to explore. We are proud to offer excellent benefits, challenging work and competitive financial rewards. 

Benefits 
Our employee programs prioritize employees’ well-being and that of their families. We offer a comprehensive benefit plan, education assistance, a wellness/fitness reimbursement and time off to volunteer. 

Social events 
With offices around the world and flexible work arrangements, OpenText strives to make sure all our employees feel connected. Teamwork extends to our social lives too from local social events to company-wide activities, we want our employees to take time to relax and have fun.  

Corporate Citizenship  
Corporate Citizenship is more than a program for us, it is engrained in our purpose, impact, and approach to doing business. Through numerous volunteer initiatives, we support education and innovation for global change.

Explore your career and potential. Become an OpenText Navigator.


Nearest Major Market: San Francisco
Nearest Secondary Market: Oakland

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