Lead Solutions Consultant, Exstream (US-Virtual)

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. 

OpenText enables the digital world as the global leader in Enterprise Information Management, both on-premises or in the cloud. We embrace all things digital and are committed to being the Best Place to Work for our Employees in over 140 locations around the world. We obsess over our customers to ensure they are wildly successful in embracing the Digital World. 

The Opportunity...

As a Solutions Consultant within Customer Experience Management (CEM) you will be a key player as a part of this new marketing battleground. In fact, 89% of companies plan to make Customer Experience their number one area of competition by next year.  Upgrading customer experience capabilities help companies to unlock new revenue streams and bolster existing ones, attract and retain customers, and reach new segments—all while driving higher conversion and engagement. OpenText’s rich portfolio of Web Content Management, Digital Asset Management, Customer Communication Management, and Workforce Optimization solutions offer exciting and compelling ways to address customer needs in this area.  

What it Takes...

High-energy, driven Solutions Consultant,(CEM) with solid technology business-to-business Pre-Sales experience.  This role will focus on OpenText Exstream, the industry leader in the enterprise Customer Communications Management category. As a Lead Solutions Consultant, you will be selling to our top accounts and prospects.  You will execute an account plan to deliver maximum revenue, manage complete and complex sales-cycles often presenting to C-level executives the value of our full suite of capabilities.  You will evangelize the OpenText CEM vision through product demonstrations, in-market events, and account-specific initiatives, solidly enabling Account Executives to forecast sales activity and maximize revenue achievement, whilst creating satisfied customers. 

You will be an individual contributor working with OpenText Sales Account Executives, Professional Services Opportunity Managers, and Alliance/Partner Managers to show the value of the OpenText Customer Experience Management (CEM) Solutions and to execute on the overall business plan for AMS to promote the growth of the business.  With your dynamic personality, polished technical, and presentation skills, you are capable of working on multiple engagements. Problem-solving, the capability to “think outside the box”, being a self-starter, and solution selling are all skills that are key to your success in this fast-paced position. 

What You are Great at...

• Delivering the sales revenue plan. Achieving sales quotas for a license, SaaS, maintenance, and services. Grow the business and increase the OpenText market share. 
• Identifying and Developing Sales Opportunities. Lead the team in creating, developing, and managing business relationships with select prospects, customers, and partners to develop sales opportunities and define solutions to increase revenue. 
• Providing Subject Matter Expertise. Articulating CCM for customer engagement and solution value to CIOs, architects, and business users. Creating and delivering custom solution demonstrations based on customer needs and audience. 
• Coordinate engagement activities. Align with sales teams to identify, pursue, and close new and/or existing customer opportunities and grow the existing base of OpenText revenue. Ensuring we build and leverage relationships across verticals. Ensure appropriate resources, sales awareness and technical qualifications are in place for the successful implementation of all initiatives. 
• Educating and motivating prospects, customers, and partners to grow market share. Providing subject matter expertise in a Pre-Sales capacity as well as Post-Sales planning for prospects and existing clients on all aspects of the solutions and their associated system integration. 
• Engaging and supporting the Business Unit in assessing and deciding upon technical integration and product requirement requests. Designing and delivering technical design solutions that provide the approach for the entire hardware/software solution being proposed.
• Advocating for the Business. Work with internal and external stakeholders to drive the business. Work with business unit and sibling sales organizations to drive the OpenText sales opportunity. Advocate for improvements or changes needed for business success.  
• Building Our Brand. Build lasting, consultative relationships with executives and sponsors in customer accounts. Engage global business unit sales teams (e.g., specialists, channel partners, and alliance partners) to fully leverage all of OpenText’s products and technology offerings. Represent OpenText on global accounts with cultural sensitivity and business maturity. Build and demonstrate in-depth knowledge of the market, competition and customer requirements. Provide external leadership to industry, community, press.

Education and Experience Required: 

• Educated to a University or Bachelor’s degree level - preferably a BS in Computer Science 
• 5+ years of solution consulting  
• OpenText Exstream
• Solution Architecture and Integration: Proven ability to architect and create solutions and document those architectures using tools like MS Visio as well as build out solution integrations for Proof of Concept.
• Programming: Java, JavaScript, C++, C#, SQL, .NET or other relevant languages 
• Platforms: Windows, UNIX, MVS, Android, iOS, and Web Applications 
• New Business Development. Demonstrated ability to find or create new logo opportunities. Proven ability to grow a robust pipeline of sales opportunities. 

Solution / Offering Knowledge & Expertise:

• Understands or able to quickly understand the Customer Communications Management business and related solutions. Can distill out and clearly articulate value proposition for what OpenText does well.
• Approaches selling from a business solution perspective to ensure that OpenText products and services accurately address the client’s true business need in terms of type, scope, level. 
• Industry Knowledge & Expertise: Understands market and technical landscape, industry trends, and has relationships with key influencers. Scope includes competitors, partners, consultants, trade organizations, and major customers.  

At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of race, creed, color, national origin, ancestry, disability, marital status, sex, age, veteran status or sexual orientation. If you require accommodation at any time during the recruitment process please email accommodationrequests@opentext.com. Applicants have rights under Federal Employment Laws including but not limited to: Family and Medical Leave Act (FLMA), Equal Employment Opportunity  and Employee Polygraph Protection Act