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: 

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 the Client Manager for assigned UK clients, you will be responsible for selling new and incremental services to your clients. The position is either based in Reading, UK or alternatively home based.

Such services includes the implementation of solutions based on OT products including development and support of custom solutions.  The Client Manager role works closely with the rest of the customer account team including Sales, Technical pre-sales, Value Engineering, and OT 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 also liaises with and brokers relationships with OT partners and other contractors to establish relationships in general and for specific projects.

The Client Manager is responsible for Professional Services sales and customer success for assigned UK clients while actively supporting peers across the UK for mutual success against the OT mission of services sales, margin, and referenceability.

The applicant will come from a business focused technology background dealing with both users and technicians and will have commercial acumen and knowledge of the sales environment.  Services project experience is also important.

The role is sales focused with team sales targets.

You are great at: 

• Client Managers are the primary contact for new business opportunities within their sectors and will fulfil the role of Services Account Managers.
• Develop trusted relationships with our Product salesforce to ensure Consulting involvement in sales opportunities.
• Drive the services business development activities, strategy and approach within our business.
• Development, presentation and closing of proposals for professional services, including RFP/RFP responses.
• Identifying, qualifying and managing the pre-sales for consulting opportunities (working with existing customers, prospective customers and internal Product Account Managers).
• Creating a pipeline of opportunity to generate bookings meeting quarterly budget expectations.
• Understanding and ensuring timely delivery and management of opportunity forecasting using appropriate tools available.
• Managing and ensuring timely delivery of SOW’s, required approvals, together with managing contract status.
• Manage the production of project scoping and estimating within opportunities.
• Leading the commercial negotiation of services contracts with clients and external suppliers.

What it takes: 

• University Degree or College Diploma combined with relevant IM/IT experience
• Strong track record of selling Professional Services to a wide variety of clients.
• Experience closing and directing engagements totaling at least $2 million in annual fees.
• Experience in services account development across various industry sectors.
• Strong presence and confidence, exhibiting maturity managing complex deals.
• Solid work ethic with a focus on delivering results to timescales (on time and on budget).
• Expertise in complex business and technical processes and their implications across the enterprise. Knowledge of project management disciplines and processes.
• Ability to understand the Open Text product offering and how associate such to client’s business requirements, together with an ability to assess the requirements and provide a ballpark figure for discussion purposes.
• Willingness to travel as required for client and internal meetings.

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.