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Sr. Client Manager- Professional Services Sales
4 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
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.
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 customer 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 Sr.Client Manager of Professional Services for the North America West Region, you will be responsible for many aspects of 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 Central United States.
Such services includes the implementation of solutions based on OT products including development and support of limited Fastrack solutions as well as custom solutions. The Client Manager role works closely with the rest of the customer account team including Sales, technical pre-sales and OT Practice 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 Sr.Client Manager will at times be responsible for working with OpenText Professional Services Partners for staffing of projects where OpenText Consultants are not currently available.
The Client Manager is responsible for Professional Services sales, revenue generation and establishing an acceptable opportunity sold margin within Central Region while actively supporting peers in the Central Region and across North America for mutual success against the OpenText 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 opportunity 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
Formulating and managing strategies and project plans including: 1) Management of deliverables 2) Determination and tracking of project plans (including Work Breakdown Structures, timelines, resource plan training plans and any other related contractual milestones, plans, or milestones) 3) Regular project reviews and reporting 4) On-going risk, issue and change management; This is to be done for both time and material and fixed fee engagements.
Dealing with Customer Sr. Management and C-Level executives
Selling Professional Services to commercial and public sector accounts that include state and local governments, higher education institutions and federal government agencies and installations.
What It Takes
University Degree or College Diploma and/or relevant IM/IT experience (5+ years) or equivalent.
At least 4 years of experience with IT systems.
Experience in managing teams and direct reports; ensuring objectives are met on time and budget.
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 ECM 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 Central United States client base is preferred
Strong presence and confidence, exhibiting professional maturity, strong communication skills with at least 5 to 10 years working experience
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
OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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.
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