Client Director

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 OpenText 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. 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.

The Services sales (Client Director) role works in an assigned region to drive the "booking" (deal closure consisting of a signed Statement of Work and Purchase Order) of the OpenText Professional Services business unit.

What You Are Great At:

• Owning all Professional Services business in selected Key Accounts within your defined territory.
• Maintaining client relationships for all ongoing projects and drive recurring services bookings in your accounts.
• Having an exceptional ability to effectively negotiate and collaborate across teams and organizations will help you to succeed in this role.
• Supporting critical leadership reviews and presenting the status of the programs internally and externally.
• Continuously innovating and improving processes to optimize program efficiencies are key to being successful.
• Working with Opentext Account Manager to provide total solution (i.e Sales and Services) to the customer.
• Becoming the trusted advisor to the customer on implementation and management of Opentext products and solutions.

What It Takes to Excel:

Your role as a Client Director in the Opentext PS organization encompasses the following responsibilities:

• Overachieve on personal bookings target every financial year, with the ability to grow your numbers year on year.
• Selling consulting services to both new and install base customers.
• Closing services sales, creating sufficient backlog that will allow the consulting team to drive revenue.
• Accurate forecasting, allowing the Opentext Services Delivery team to forecast backlog revenue.
• Ability to interact with business stakeholders on business requirements, demand prioritization, business case preparation and execution planning.
• Translate business opportunities, problems into solutions that have measurable outcomes.
• Workout the business process transformation/ improvement roadmap with the business stakeholders with clear goals and measurable targets.
• Overseeing the development of the project's costs and timelines and ensure they remain within the approved budget & schedule.
• Overseeing the risk and issue management of project related activities to ensure an acceptable level of risk.
• Work with the delivery team to create Work Breakdown Structures to support pricing estimates.

Desired Skills & Experience:

• Excellent Business and Technology level verbal/written communication skill.
• Develop Statement of Work, Change Request, RFP responses, Rough Order of Magnitude and Basis of Estimate (BoE)
• Ability to perform Account Management function to help drive future work within a Professional Services organization.
• Comprehensive knowledge of Business applications systems (Enterprise Content Management, Big Data Analytics, Enterprise Information Management and SAP Solutions), systems design and development processes, including requirements analysis, feasibility studies, software design, programming, pilot testing, installation and evaluation.
• Solid grasp of business principles and techniques of administration, organization and management, including an in-depth understanding of the key business issues.
• Ability to analyze and resolve complex issues, both logical and interpersonal.
• 5 years+ experience with responsibilities in selling consulting services for medium to large scale projects.
• A high level of commitment, willingness to learn, and the ability to quickly apply new technologies.
• Willingness to travel domestically and abroad.
• Proficient in using salesforce.com to manage opportunity pipeline.
• Proficient in using Microsoft Office 365.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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 accommodations@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.