Director, Revenue Operations

OPENTEXT 
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

Job Title:       Director, EMS Cloud Deal Desk

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The Opportunity:

The primary objective of the Worldwide Deal Desk organization 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 Director, EMS Cloud Deal Desk as a part of the overall deal desk organization is  oversee a global team of Deal Managers and Contracts Managers in support of continued revenue and bookings growth whilst ensuring risk to the business is kept to a minimum. Each team is managed by regional managers; thus, three management levels direct reports and two deal manager direct reports, Americas Deal Management, EMEA Regional Management, Contracts Management, Two APAC Deal Managers.

The Deal Desk Director supports all members of the team with prioritization, escalation handling, enablement, guidance, reviews, approval escalations, reporting tracking, process improvement and also executive objection handling.

The individual Deal Manager role is to engage with the field sales organization to build awareness and understanding of our cloud offerings and to develop opportunity spotting capabilities.  Once a Cloud opportunity is identified, the deal manager works closely with the responsible deal lead (sales/renewals), Presales (consultant/architect) in a supportive role as the Cloud solution SME to achieve a successful outcome of the quote to close process, including pricing and pricing strategies to maximize revenue and profitability for OT, often working with cross-functional groups when required to do so. The Deal Desk Director also reviews pricing and strategies, as well as supports/manages/monitors the A&A approvals for cloud opportunities, conducts internal reporting such as pipeline tracking, and helps to define and improve cloud offerings and related processes through participation in various internal working groups. Each deal manager works closely with the equivalent contracts manager to ensure that deals are fully finalized prior to drafting of contracts to ensure efficient closing of deals.

The individual Contracts Manager role is to work alongside the Deal Manager to appropriately draft and negotiate contracts, including working with cross-functional groups when required to do so.

You Are Great At:  6 – 8 bullet points

• Coach, mentor and enable team members to excel in their roles.
• Prioritize and assign tasks to team members.
• Participate in internal working groups related to cloud offerings and processes.
• Host a weekly cross functional team EMS pipeline & planning meeting focused on the delivery teams.
• Assisting in the deal management process, pricing and ensuring profitability for Cloud opportunities, if required.
• Assisting in the negotiation and contracting process for Cloud opportunities, if required.
• Track and report on pipeline activity, wins/losses, quote-to-close timelines, and other metrics as required.
• Managing teams cross-functionally to the benefit of the wider business.

What It Takes: 6 – 8 bullet points

• 6 – 9 years of experience in selling enterprise software and cloud solutions with a Bachelor’s degree or College diploma in Management Information Systems, Finance or related field or equivalent experience.
• Understanding of cloud-based software delivery, managed services, professional services, and hosting operations along with SaaS & PaaS delivery models.
• Exceptional analytical, team management, written and verbal communication skills.
• Experience interacting with customers and executive leaders.
• Self-motivated and driven.
• Ability to work as part of a sales team to contribute subject matter expertise in support of a successful sales outcome; some travel required for meetings and Moments that Matter.
• 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.
• Responsible for the whole team and acts as their leader and provides considerate and motivational leadership that encourages people to follow.

Strong knowledge of deal management and contracts management

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.