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Sr. Principal Solutions Consultant

Req id:  39984

Virtual, IT


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.


Your Impact:


As a core member of the OpenText sales team, the Solution Consultant works closely with the team of Account Executives, Solution/Business Consultants, Services Consultants and Strategic Partners throughout the sales cycle, to identify and develop revenue opportunities within the OpenText Customer and Prospect base.This role is responsible for understanding market trends within Italy but also EMEA, analysing complex customer requirements and providing compelling, unique value propositions to the customer, which leverages solutions from the OpenText EIM suite.

You will visualise the value proposition by building out standard or customised

presentations of OpenText products and solutions and delivering technology and business level presentations/and or demonstrations to technical, business and management-level audiences.


What the Role Offers :


  • Working closely with Account Executives to clearly communicate and sell the value of Open Text’s solutions offerings to clients and prospects.
  • Assisting Account Executives in relationship management, sales strategy and tactics, and technical sales information/tools development.
  • Brainstorming sessions with clients on using various Open Text technologies in combination with industry solutions to solve real-world problems.
  • Able to work with/drive a community of other Solutions Consultants to share knowledge across a broader team.
  • Preparing and delivering product and solutions presentations involving a combination of technologies to a mixed audience of technical, operations, and management staff.
  • Developing technical and value-based demonstrations specific to customer needs.
  • Responding to and managing the RFI/RFP process by documenting the solution technical details and overall architecture.
  • Organising and conducting Proof of Concept evaluations and Pilot projects.
  • Interacting with sales, services and partners to create and finalise solution offerings and initial Project delivery plans.
  • Representing OpenText at industry trade shows and events.
  • You will participate in sales account planning and sales strategy development with Account Executives and Program Managers.
  • Furthermore, you will serve as the company liaison on specific technical projects with customers.



What You Need to Succeed in this role: 


  • Track record of relevant work experience in business and/or software sales environment, ideally a strong pre-sales experience of 5 years+.
  • Solid skill level in multiple product areas of Enterprise Information Management, for example:
    • OpenText Content Suite or Documentum, IBM FileNet or IBM Content Manager, Alfresco, Box, M-Files, Pega, Appian, Mendix, etc.
    • SAP, SuccessFactors, Workday, MS Dynamics, Salesforce, etc
    • Solid working knowledge of Cloud computing strategies, business models and issues
  • Prior and current technical expertise in web technology and the ability to learn new technology.
  • Ability to interact comfortably with technical resources and respond confidently to technical questions
  • A strong presence and exceptional communication and presentation skills.
  • Excellent solution selling- and value-based selling approach.
  • Ability to work as part of a dynamic and distributed team.
  • Ability to travel as required


One last thing:


OpenText is more than just a corporation. It#s a global community where trust is foundational, the bar is raised and outcomes are owned.


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

We believe that our values are the compass that steers us in the right direction and helps us stay true to our mission. These values will not only guide our everyday decisions but also influence our strategic direction and the way we work. They reflect who we are as individuals and as a collective force, uniting us in our shared purpose. 

We create economic growth that is inclusive and sustainable. 

The world’s most trusted companies trust OpenText, and we demonstrate this in our actions as individuals, as a company, and as technology. 

We build global communities of purpose and challenge by supporting each other to exceed expectations and solve complex problems. 

We set high standards and exceptions, to learn, to be better. 

We tap into our creativity to deliver incredible experiences for customers, to ourselves, and for our planet. 

We believe a workplace should be human above all else. We ask excellence of our employees and reward it by creating an environment that is welcoming, challenging and that encourages real growth and development, not empty platitudes, or trinkets.” - Mark Barrenechea, CEO & CTO

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