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 digitalBe 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 worldThey are responsible for the delivery of business solutions from pre-sales to post-implementationOur 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 spaceFrom 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 sameYou 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) productsAs 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 services information concerning the implementation of the solutions proposed and the overall customer relationship regarding all professional services offeringsThe 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 solutionsThe 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, and cloud servicesThe 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 northeast 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 offering using creativity and the available tools.
Creating a pipeline of opportunity 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, 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
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 accounts
What it takes:
University degree or college diploma and/or relevant information management/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 enterpriseKnowledge 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 opportunityBeing able to quickly assemble business requirements to ot modules and provide an estimate for budgetary purposes.
Previous experience in planning and implementing large-scale enterprise content management 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 east united states client base is preferred
Strong presence and confidence, exhibiting professional maturity, strong communication skills with at least 10 to 15 years 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 (post-covid)
At opentext we understand and value diversity in our employees and are proud to be an equal opportunity employerWe hire the best talent regardless of race, creed, color, national origin, ancestry, disability, marital status, sex, age, veteran status or sexual orientationIf you require accommodation at any time during the recruitment process please email accommodationrequests@opentext.comApplicants have rights under federal employment laws including but not limited to: family and medical leave act (flma) , equal employment opportunity and employee polygraph protection act
