Professional Services Sales Engineer (Sr. Client Manager)

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 3,000 consultants who act as trusted advisors, managing long lasting relationships with more than 100,000 customers around the world. 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 and solutions.  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 Client Manager within the Professional Services of the Enterprise Content Services division, you will be responsible for selling complex services offers to these customers.

These services include:

• Implementation Cloud or On-Prem solutions based on OT products, including the development and the support of custom solutions,
• Assistance, expertise, consulting,
• Managed services.

The Client Manager works closely the Account team, including the Account Executive and the technical pre-sales, as well as with the Professional Services Practice to develop the digital strategy for information management for our clients. Your role will put you at the heart of the client's needs and constraints (budgetary, legal, regulatory, etc.) and will make you one of the client's privileged contacts at OpenText. You will actively participate in the sale of innovative business solutions to meet the increasingly high expectations of our customers and reaching your targets.

Your main activities:

• Identify, qualify, and track service opportunities,
• Present OpenText Professional Services, its methodology, expertise, and experience,
• Interact with customers to collect, analyze, rephrase the expressed needs and requirements,
• Interact with OpenText experts or localized partners to collect data and information to establish complex quotes,
• Participate in “Bid/No-Bid” decision-making processes,
• Develop, in collaboration with sales teams and relevant OpenText entities, the overall response strategy and service response strategy,
• Create, estimate, and draft service proposals in alignment with the adopted strategy,
• Present to the client our understanding of their requirements and needs, along with our proposals to address them,
• Persuade stakeholders of the relevance of our proposals and the added value of our approaches,
• Participate in negotiations to finalize proposals and contractual documents,
• Establish and maintain a trustful relationship with customers to guarantee their satisfaction,
• Manage your sales activity and achieve your set objectives:
  • Monitor sales opportunities until booking,
  • Report quarterly booking forecasts.
• Serve as a point of escalation and participate in dispute resolution during the delivery phase,
• Contribute to commercial prospecting efforts carried out by Account Development teams,
• Participate in events organized by OpenText for its customers.

Expected Profile and Skills:

Graduated from an engineering school in computer science (or equivalent) and at least 5-years in selling complex IT services, projects, or consulting, offers.

• Strong presence and confidence, exhibiting professional maturity, strong communication skills both French (fluency in French is mandatory) and English, both oral and written,
• Knowledge of IT project delivery and most common project management methodologies,
• Negotiation, business strategy, and problem-solving skills,
• Understanding of IT projects engagements type and the financial aspects (revenue, margin, billing),
• Ability to use standard methodologies to quickly evaluate and size an opportunity.
• Ability to quickly understand and challenge the business needs, find solutions and formalize them,
• Being able to quickly assemble business requirements and provide an estimate for budgetary purposes,
• Understanding of key business processes and mechanisms for ordering,
• Autonomy, curiosity, open-mindedness,
• Ability to work in a team and maintain cohesion and trust,
• Ability to work in a demanding professional context and meet deadlines while maintaining a high level of quality,
• Tenacity and commitment,
• Knowledge of document management and business information management would be a plus.

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.