Lead Solutions Consultant

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.  

MAIN PURPOSE

As a key player in the UK Solution Consulting Team this individual will be responsible for leading the solution sale primarily on opportunities related to SAP, setting vision and direction within our key and focus named account base.

Dealing with complex customer situations, using your extensive technical presales experience & knowledge of solutions and technologies, will help ensure a win-win outcome for both the client and OpenText. Adept at working with Senior Managers to successfully sell value-based solutions and develop strategies and goals for their successful deployment. 

Set the Enterprise Information Management agenda in support of all areas of customers across all industries through expert knowledge of the types of solutions required by clients, but also articulating the ‘art of the possible’.

Substantiate OpenText’s reputation as an innovator in the field of Enterprise Information Management through proactively proposing means by which customers can be advanced through game changing, audacious and compelling ways of using OpenText’s solutions.

KEY RESPONSIBILITIES AND SKILLS

• Will be required to undertake presales activity across multiple sectors.
• Analyse complex customer requirements.  Pro-actively work with the customer to identify business pains which can be mapped into OpenText solutions bringing tangible business value to the customer
• Experience of developing, building, and delivering technical customer demonstrations
• Solid hands on experience with SAP modules
• Knowledge of business processes such as procure to pay, HR processes, Enterprise Asset Management and the corresponding SAP processes
• A network and knowledge of the SAP ecosystem
• Manage a ‘virtual’ team including members of Solution Consultancy, Professional Services, Cloud Architects and OpenText Strategic Partners to obtain the ‘technical win’
• Create awareness of OpenText capabilities at board level by communicating our capability to both technical and non-technical audiences in the appropriate language
• Present strategy and clearly communicate our value proposition to C-Level and other senior level executives, but also capable of adapting to present to business users or IT
• Create, develop and demonstrate the value of OpenText propositions at all appropriate levels within client and prospect base.
• Act as a thought leader to both our customers and across the OpenText organisation.
• Contribute to OpenText’s solutions strategy, cloud strategy, roadmaps, business plans and business reviews.
• Understand and execute on the evolving OpenText roadmap. Create awareness of this within the client base and demonstrate the value of these propositions to leverage OpenText sales.
• Use a mix of solutions knowledge, competitive strengths and weaknesses and an understanding of client requirements to maximise sales opportunities
• Use situational, technical, proposition and solution knowledge to create a compelling vision to influencers and senior managers in formal meetings, workshops and presentations.
• Play a significant role in specific sales engagements (including the creation of bids, tenders and proposals, delivering demonstrations and presentations as required)
• Working with a team-oriented approach, assist in the development and closure of sales opportunities that constitute “Good Business” and consult with the implementation team to ensure that the vision is achievable
• Identify new opportunities and client pains on client sites and pass to Account Executive.
• Provide input to the development of repeatable propositions and assist in tailoring them to specific opportunities
• Maintain extensive knowledge of solutions, technologies, methodologies and procedures and keep up to date with industry/business sector developments
• Succinct and crystal clear when delivering key messages, such as business propositions or innovative ideas
• Comfortable working in a team environment and dealing with team dynamics in pressurised situations
• Manage and maintain a successful relationship with Sales and Professional Services colleagues based on mutual respect, trust, empathy, and open communication
• Attend OpenText internal workgroups, vendor-sponsored events, trade shows, user group meetings etc.
• Excellent presentation and communication skills.
• Adhere to company policies, processes and procedures and play an active part in their development
• Any other task as may be requested by your manager in order to meet the operational needs of the business
• Travel as required

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