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 Open Text Professional Services team is comprised of more than 3000 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.
 
This is a technical and selling role. As a leader in OpenText Professional Services you will work in a fast paced, dynamic environment and you will be recognized as a subject matter expert within the Enterprise Information Management space. From supporting your customers with the implementation of systems and optimization of our products, to conducting workshops on best practices, you will be travelling to different sites and there are never two days that look exactly the same. You will be supported with training on our solutions, be able to receive relevant certifications and have many opportunities for advancement. 

OpenText (OT) Professional Services is an enabler to our customers seeking to realize Return on Investment (ROI) from their investment in OpenText Enterprise Information Management (EIM) products.  As a Client Director of Professional Services, you will be responsible for all aspects related to Professional Services including selling services, supporting license and cloud sales by providing necessary services information concerning the implementation of the solutions proposed and the overall customer relationship regarding all Professional Services offerings. The position requires the selected applicant to live in the East Coast of United States, preferably the Mid-Atlantic states.

Such services include the implementation of solutions based on OT products including development and support of custom solutions.  The Client Director role works closely with the rest of the customer account team including Sales, Technical pre-sales, Value Engineering, and OT leads for other value-add services that can be provided to the clients in relation to solution realization including learning services, managed services, and cloud services.  The Client Director also liaises with and brokers relationships with OT partners and other contractors to establish relationships in general and for specific projects.

The Client Director is responsible for Professional Services sales, revenue generation and customer success for their accounts within his/her accounts while actively supporting peers in the across North America for mutual success against the OT mission of bookings, revenue, margin, and reference-ability. 

You are great at:
•    Generating revenue opportunities by developing solutions for clients and Service Offering using creativity and the available tools.
•    Creating a pipeline of opportunities to generate bookings meeting quarterly budget expectations.
•    Negotiating project deliverables/schedules/costing for services from external suppliers or other groups within Open Text.
•    Regular and timely updating of opportunity status in our CEM system (Salesforce.com).
•    Working with the sales team to generate revenue within existing accounts by proposing the full range of solution realization, enhancement, and operational services including updates, upgrades, customization to existing clients.
•    Ensuring timely delivery and management of resource forecasting, opportunity forecasting, proposal/SOW writing and achieving required approvals, contract and invoicing status using appropriate tools available.
•    Understanding revenue forecasting and be able to report accurately on Quarterly revenue and bookings to Regional Vice-President.  
•    Providing leadership in promoting, identifying, recommending, and implementing improvements to any processes.
•    Managing as required the Professional Services team in writing responses to RFP’s, identifying and tracking opportunities including the participation in Business Development synergy meetings to ensure client account activities are communicated internally to other Open Text stakeholders.
•    Our Delivery organization is separate from our Sales organization but our Client Directors need to have a grasp and experience in formulating and managing strategies and understanding of project plans including: 
o    Management of deliverables 
o    Determination and tracking of project plans (including Work Breakdown Structures, timelines, resource plan training plans and any other related contractual milestones, plans, or milestones
o    Working with the delivery teams in Regular project reviews and reporting
o    Working again with the delivery teams in on-going risk, issue, and change management; This is to be done for both time and material and fixed fee engagements.
•    Dealing with C-Level executives.
•    Selling Professional Services to Life Sciences customers.
 
What it takes:
•    University Degree or College Diploma and/or relevant Information Management/IT experience (10+ years) or equivalent.
•    At least 7 years of experience with IT systems, ideally Enterprise Content Management, OpenText products preferred.
•    Expertise in complex business and technical processes and their implications across the enterprise. Knowledge of project management disciplines and processes.
•    Experience selling Professional Services.
•    Knowledge of the Open Text product offerings and how to associate such to client’s business requirements.
•    Ability to use standard methodologies to quickly evaluate and size an opportunity. Being able to quickly assemble business requirements to OT modules and provide an estimate for budgetary purposes.
•    Previous experience in planning and implementing large scale Enterprise Content Management projects.
•    At least two years prior experience closing and directing engagements totaling at least $1 million in annual fees.
•    Prior experience as a senior manager in a big 5 or major consulting organization preferred.
•    Have experience selling to and/or working for major corporations within the west United States client base is preferred.
•    Strong presence and confidence, exhibiting professional maturity, strong communication skills with at least 10 to 15 years working experience, 5+ years or more in the Life Sciences Industry.
•    Solid work ethic with a willingness to ’do what it takes’ to meet client demands.
•    Willingness to travel, at times, up to 3-4 days per week (pre-Covid), currently significantly less.

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.