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Senior Cloud Deal Desk Manager

Req id:  3608

Reading, GB


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 primary objective of the Worldwide Deal Desk organisation is to provide deal-based sales support with expert advice, guidance, pricing & commercial strategies along with auditable deal P&Ls, approvals and cost + margin revenue control at a deal by deal level, ensuring that OpenText corporate policies are maintained and followed and that this results in good healthy contracts and business for OpenText.


In addition, the OpenText Enterprise Cloud business provides value-added alternative software delivery options via Cloud Services to OpenText software customers. By offering cloud-based managed hosting and SaaS delivery services, the OpenText Enterprise Cloud business enables OpenText to deepen the business relationship with customers.


The purpose of the Cloud Desk Specialist as part of the Worldwide Deal Desk is to provide guidance through the sales cycle along with deal-based pricing and P&Ls for review, approval and releasing to the customer, whilst meeting corporate policies and audit requirements.  Once a Cloud opportunity is identified, you will work closely with the responsible Account Executive (sales), Solutions Consultant (presales) and a Presales Architect in a supportive role as the Cloud solution SME to achieve a successful outcome of the quote to close process.


You are also responsible for regional pipeline tracking into the Cloud Desk Director’s global pipeline for a weekly cross-functional pipeline review. In addition, you will help to define and improve cloud offerings and related processes through participation in various internal working groups and works with and supports other members of the Cloud Desk group and the director as necessary. Creative thinking along with deal P&L management and innovative pricing strategies and structures that fulfill the customer’s requirements, whilst maximising profitability and revenue for OpenText.



  • Understanding products, pricing, and contracting.
  • Drawing insights from pricing and deal structure trends across the region, revenue streams and product sets and advising senior decision makers.
  • Working closely with Sales in the EMEA region and other regions as required, along with other teams that support the deal cycle such as Legal, Professional Services, Security, Sales Operations, Product, as well as Support to enhance value and consistency across all geographic regions.
  • Communicating with Sales and senior executives to provide Deal Desk messaging and to review specific transactions, seeking necessary approvals as required by internal corporate policy.
  • Representing CEO and CFO in evaluating and approving transactions for maximum overall value.
  • Supporting Sales in the EMEA region by owning the preparation of the P&L and pricing for all new Cloud deals and contract renewals and issuing approved pricing.
  • Participating in, or leading as required, commercial business terms negotiations with customers and internal stakeholders including the coordination of technical, financial and legal aspects of the deals, whilst always ensuring that the company’s interests and customer needs are maintained.
  • Enhancing existing processes to streamline the sales cycle.



  • Experience in P&L management for multi-year cost + margin cloud services.
  • Experience with SalesForce.com.
  • Advanced experience with Microsoft Word & Excel.
  • Knowledge of OT product offerings (a benefit).
  • Understanding of cloud-based software & services delivery and hosting operations.
  • Effective & strong leadership skills.
  • Experience interacting with customers & sales.
  • Ability to work as part of a sales team to contribute subject matter expertise in support of a successful sales outcome.
  • Ability to present to senior execs for deal reviews.
  • Ability to coordinate activities, share ideas, collaborate, and communicate with team members located at locations around the world and working on different time zones and work schedules.
  • Demonstrated willingness to take full ownership and responsibility for assigned tasks and support issues.
  • Experience in delivering high quality guidance against challenging timelines.
  • Strong business and financial acumen, and ability to work with contracts teams for commercial language.
  • Strong organisational and time management skills along with the ability to work unsupervised.
  • Extensive experience in quickly reading and understanding revenue contracts.
  • Understanding products, pricing, and contracting.
  • Drawing insights from pricing and deal structure trends across the region, revenue streams and product sets and advising senior decision makers.



At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer.


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. 

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. 

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 your potential. Become an OpenText Voyager.

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