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Location

Gaithersburg, MD | United States

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Job description

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 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 Manager of Professional Services for the North America US East 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 Eastern time zone.

Such services include 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 (primarily) Client Directors, but also License 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 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 and establishing an acceptable opportunity sold margin within US East Region. 

You are great at: 
•Supporting Opportunities as part of Client Director Sales team.
•Generating revenue opportunities by developing solutions for clients and Service Offering using creativity and the available tools.
•Creating a pipeline of opportunities (in concert with Client Directors) 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)
•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.
•Formulating and managing strategies and project plans including: 
oManagement of deliverables 
oDealing with Customer Sr. Management and C-Level executives.
•Selling Professional Services to commercial sector accounts.

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.
•Have experience selling to and/or working for major corporations within the Eastern 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.

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 [email protected] .

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