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Customer Relationship Manager
3 months ago
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.
The Opportunity:
Primary objective is maintaining and growing revenue by developing programs with strategic customers that will drive community programs and community revenue. The position is focused on building and growing relationships with an assigned set of accounts. This includes upselling and cross selling OpenText services.
Core Responsibilities
- Providing exceptional service by reaching out via phone, email and on-site meetings on a consistent basis to build strong customer relationships.
- Proven track record of consistent revenue and MCV achievement often focused on a particular industry
Guardian of Revenue:
- Following a consultative and proactive process to produce competitive renewal process.
- Utilizing a standard operating procedure to bring renewal contracts in at full value and on time. •Consulting with internal stakeholders to prepare renewal quotes, overcoming objections through process of negotiation and adjusting quotes as required to ensure competitiveness of the solution being presented to the customer
- •Constant identification of at risk contracts and early engagement with internal stakeholders to mitigate revenue erosion. This includes contract buy-outs when necessary
- Partnering with PS on implementation projects to make sure services are delivered on-time to assure revenue recognition according to SOW/contract
- Constant monitoring of revenue trends for accurate FY revenue forecasting
Champion of Growth:
- Ability to develop a strategic relationship that allows you to build, manage and execute a sales pipeline that will result in consistent quarterly MCV (new business) performance.
- Ability to identify up-sell and cross-sell opportunities, lead pass and partner with field sales to successfully close new business for OT.
- Ability to develop and execute community programs that include partnering with SMB AEs on programs that generate community MCV and revenue
Trusted Advisor
- •Trusted advisor to the Customer for their support and business needs. Cultivating an environment of mutual value recognized between OpenText and our customers.
- Taking ownership of the accounts assigned with a strong sense of urgency to manage a portfolio resulting in full value, on time renewals.
- Understanding of road map for OT solutions to bring additional value to customers and growing revenue for assigned territory.
- Being knowledgeable about customer and industry trends relating to B2B, B2C and A2A, that will contribute to being a trusted advisor for customers
- SME on a service/solution, allowing for mentoring and educating of team members on how service benefits the customer
- Developing and presenting best practices and new approaches to customers, at industry conferences and Enterprise World
- Typically establishing and growing relationships at the strategic/executive/C-level of an account
Deliver Results:
- Works independently and sets a standard of excellence beyond the one established by management.
- Sets own challenging goals with a definite stretch but are not unrealistic or impossible.
- Actively seeks additional, significant responsibilities or challenges.
- Uses own specific methods of measuring results against own standard of excellence.
Relationship Building:
- Acts specifically to build and grow a working relationship involving direct business contact.
- Shares their own views, expertise, and perspective to deepen the relationship.
- Brings together diverse internal and/or external people, to gain a deeper understanding of the short- and long-term business needs of customers and stakeholders.
- Maintains working relationships within and outside the company, while respecting personal ones that may also exist.
This job is expected to pay in the range of $87,400.00 to $131,200.00 USD plus bonus in addition to a comprehensive and competitive group benefit and healthcare plan. Individual compensation will be determined based on skills and experience comparable to the job requirements.
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. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.
