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Client Manager
OPENTEXT - THE INFORMATION COMPANY
As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management.
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 Client Manager of Professional Services for the US Public Sector Region, you will be responsible for many aspects of Professional Services including selling services and supporting license and cloud sales by providing necessary services information regarding all Professional Services offerings. The position requires the selected applicant to live in the eastern half of the United States.
The Client Manager is responsible for Professional Services sales, revenue generation and establishing an acceptable opportunity margin for non-complex opportunities within the US Public Sector.
You are great at:
- Generating revenue opportunities by developing solutions for clients using creativity and the available tools.
- Selling Professional Services to US Public Sector accounts that include state and local governments, higher education institutions, federal government agencies, and installations.
- Creating a pipeline of opportunities to generate bookings meeting quarterly budget expectations.
- Negotiating project deliverables/schedules / costing for services.
- Regular and timely updating of opportunity status in our CRM 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
- Dealing with Customer Sr. Management and C-Level executives
- University Degree or College Diploma and/or relevant IM/IT experience (5 years) or equivalent.
- Experience selling Professional Services
- 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.
- Knowledge of the Open Text product offerings and how to associate such to client’s business requirements
- Ability to use standard methodologies to evaluate and size an opportunity quickly. Being able to quickly assemble business requirements to OT modules and provide an estimate for budgetary purposes.
- Strong presence and confidence, exhibiting professional maturity, strong communication skills
- 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 hr@opentext.com.