Customer Relationship Manager

Opentext - The Information Company 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. AI-First. Future-Driven. Human-Centered. At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We're hiring talent that AI can't replace to help us shape the future of information management. Join us. YOUR IMPACT Customer Managers (CM) at OpenText are part of a global team of highly skilled and entrepreneurial professionals who understand that their customers are experiencing unprecedented change. Your customers trust you to help them solve their most pressing business problems and support them on their digital journey. In this role, your primary objective is to maintain and grow revenue by developing programs with strategic customers that will drive community programs and community revenue. Customer Managers build and grow relationships with an assigned set of accounts, focusing on upselling and cross‑selling OpenText services. You will promote OpenText’s solutions, support, and services capabilities. Through formal and informal activities, you’ll market our capabilities to existing customers with a view to strategic enterprise agreements and high‑touch customer interactions at all levels. As the primary point of contact for your assigned accounts, you will work closely with Sales, Services, Support, Legal, and Finance to ensure customer satisfaction. Additionally, this role requires a strong understanding of partnership selling, particularly in the context of SAP’s go‑to‑market strategy. The Customer Manager must navigate joint value propositions, co‑sell motions, and ecosystem dynamics central to SAP’s renewal approach. Experience working with SAP’s partner programs and aligning OpenText’s offerings with SAP’s strategic initiatives is key to success. What The Role Offers Collaborate with SAP account teams and ecosystem partners to align OpenText solutions with SAP’s go‑to‑market strategy. Drive joint account planning and co‑renewal motions with SAP, ensuring mutual value creation and strategic alignment. Navigate multi‑party sales cycles involving SAP, OpenText, and customer stakeholders to ensure seamless execution and customer satisfaction. Sell the value of OpenText services and support programs, driving retention and expansion by developing and strengthening relationships (C‑level to Manager). Provide exceptional service by reaching out via phone, email, and on‑site meetings on a consistent basis to build strong customer relationships. Consistently achieve revenue and MCV objectives. Follow a consultative and proactive process to produce a competitive renewal process. Utilize a standard operating procedure to bring renewal contracts in at full value and on time. Consult with internal stakeholders to prepare renewal quotes, overcoming objections through negotiation and adjusting quotes as required to ensure competitiveness. Identify at‑risk contracts and engage early with internal stakeholders to mitigate revenue erosion, including contract buy‑outs when necessary. Partner with Professional Services on implementation projects to ensure services are delivered on‑time, supporting revenue recognition per SOW/contract. Monitor revenue trends for accurate fiscal year revenue forecasting. Act as a trusted advisor to the customer for support and business needs. Cultivate an environment of mutual value recognition between OpenText and its customers. Own the assigned accounts with a strong sense of urgency to achieve full value, on‑time renewals. Understand OpenText solution road‑maps to bring additional value to customers and grow revenue for the assigned territory. Apply a deep knowledge of customer and industry trends across B2B, B2C, and A2A to become a trusted advisor. What You Need To Succeed Experience working within or alongside SAP’s partner ecosystem, including joint selling, solution alignment, and account planning. Build and maintain relationships with SAP field teams and partner managers. Proven success in partnership selling or ecosystem‑led sales environments. Strategic thinking and the ability to position OpenText value within SAP‑led transformation initiatives. Innovative and creative approach to complex challenges. Build, manage, and execute a sales pipeline that yields consistent quarterly MCV (new business) performance. Identify up‑sell and cross‑sell opportunities, lead pass, and partner with field sales to close new business for OpenText. Develop and maintain post‑sale relationships with named customer accounts, ensuring continued renewal and future expansion. Negotiate effectively. Manage, service, and upsell an assigned territory of accounts. Operate with minimal supervision given latitude for decision making. Perform sales activities for assigned accounts to achieve and exceed revenue objectives. Interact effectively with all levels of a company, from C‑level to Manager. Prioritize and balance multiple projects, and meet deadlines in an evolving environment. Have 2+ years of experience in a customer‑facing role in Sales or Customer Success Management (Software Sales is an asset). Qualifications Excellent written, oral, presentation, and communication skills. Excellent critical thinking skills. Strong communication and negotiation skills. Eagerness to collaborate within, and across, teams to achieve results. Ability to work under pressure to meet deadlines. Think creatively. Always act professionally. We know confidence gaps and imposter syndrome can hinder great candidates. Please don't hesitate to apply. 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 identity, 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 during the application or recruiting process, please contact us at hr@opentext.com. Seniority Level Entry level Employment Type Contract Job Function Sales and Business Development Industries Software Development Job Titles Senior Customer Success Manager – Corporate/Government (Bilingual) Senior Account Manager - Major Accounts (m/f/d) EDGE Program, Technical Sales & Consulting: Account Manager (Canada) We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI. #J-18808-Ljbffr