opentext
Location
Burlington, MA | United States
Job description
The Opportunity:
The Open Text Professional Services team comprises more than 3000 consultants who act as trusted advisors, managing long-lasting relationships with more than 100,000 customers worldwide. 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 our customers and optimization of our product deployment to working with various teams in OpenText., you will create the complete solution that will maximize the benefits that we offer.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 for the North America East Region, you will be responsible for all aspects related to Professional Services in your territory including selling services, supporting license and cloud sales by providing necessary service 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 eastern half of the United 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-added 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 NA East Region while actively supporting peers in the East Region and 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 Offerings 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, and 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 the 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 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 (10+ years) or equivalent.
• At least 7 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 northeastern United States client base is preferred
• Strong presence and confidence, exhibiting professional maturity, strong communication skills with at least 10 to 15 years of 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 [email protected] . Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.
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