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Client Director

4 months ago

Canada opentext Full time

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. We 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.

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. The Client Director has high influence on the development and growth of new Professional Services business and develops and maintains effective relationships with senior executives in assigned account(s). They are accountable to ensure business growth through business development activities which are delivered in accordance with the organizational strategy. This role represents the OpenText Professional Services (OTPS) organization from a sales and business development perspective and is a key contributor to the overall success of the customer relationship. This is a sales role and is expected to generate qualified opportunities and close them based on holistic understanding of customer challenges, establishing and developing the OTPS footprint within their assigned accounts(s).

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, advisory 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 while actively supporting peers in the Canadian Region and across North America for mutual success.

You are great at:

Account and Stakeholder Management

• Builds a foundation within assigned account(s) on which to harvest future Services business opportunities

• Actively understand each of their assigned key customer's technology footprint, strategic growth plans, technology strategy and competitive landscape

• Single Point of Contact for the customer representing the OTPS organization for assigned account(s) to establish and expand the OpenText footprint.

• Develop best-practice comprehensive Services account plans to address customer and prospects priorities and pain points.

Direct contributor to overall long-term success of customer and partner relationships within the account

• Orchestrates the deployment of appropriate teams to execute winning sales

Commercial Accountability

• Accountable for Services booking targets for assigned accounts

• Generation and management of opportunities and bids, deal closure through formal sales cycle

• Shapes deals that are compliant, aligned to agreed governance process, controls and targets

• Advance and close sales opportunities - through the successful execution of the sales strategy, roadmap and mutually agreed close plan.

• Sells the complete Services portfolio aligned to customer needs

• Maintain internal systems with accurate customer and pipeline information

Service Delivery Management

• Accountable for sales hand-over to the Program Management Office and Consulting Delivery team, ensuring Customer outcomes and expectations are well understood and contracts obligations are reviewed to ensure the team can successfully mobilize per contract obligations

• Accountable for all Services Commercial aspects in assigned account, supporting Delivery Teams engaged in delivering against existing contracts

Collaborative Working Environment

• Acts as a key team member within the extended Account team

• Is self-aware - understands their own strengths and weaknesses, looks to leverage strengths and work on weaknesses

• Treats customers and colleagues with respect, fairness and consideration

• Strong collaboration with the OpenText ecosystem and partners

What it takes:

Functional Experience

• Demonstrated success with medium to large transactions and lengthy sales campaigns in a fast-paced, consultative and highly competitive market specially in the domain of technology services sales

• Experience in managing customers and partners

• 10+ years' experience in direct quota carrying sales experience and activities including demand generation and management of opportunities and bids, deal closure and client relationship management

• Demonstrable track record of value selling and solution selling experience

• Proven track record in Enterprise Information Management software and/or services sales within large, key accounts

• A successful track record of driving opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting

• deep industry/domain expertise in Canadian commercial accounts or public sector organizations

Education

University Degree or College Diploma and/or relevant Information Management/IT experience (10+ years) or equivalent

Professional Training and Certification

• High level of recognized sales training including advanced negotiation skills

Location

Montreal or Quebec City greater metropolitan areas

Emplacement

Grandes régions métropolitaines de Montréal ou de Québec

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

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