Client Director

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. 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. As a Client Director of Professional Services for the Ontario Commercial Business, 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 offerings. The position requires the selected applicant to live in the GTA.

Such services include the implementation of solutions based on OT products including development and support of custom solutions. 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, 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 within Ontario while actively supporting peers in the Canadian Region and across North America for mutual success.

You are great at:

• Strategic Selling; Generating revenue opportunities by developing solutions for clients and Service Offering using creativity and collaboration.
• Building trusted c-level relationships
• Working in a highly matrixed organization
• Creating a pipeline of opportunities to generate bookings to meet quarterly and annual budget expectations.
• Collaborating with external partners and subcontractors to develop a purpose built solution including negotiating project deliverables/schedules/costing for services from external suppliers
• Regular and timely updating of opportunity status in our CRM system
• Working with the cloud and license 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

• University Degree or College Diploma and/or relevant Information Management/IT experience (10+ years) or equivalent.
• At least 10 years of experience selling Professional Services in Tech.
• Experience in managing virtual teams; ensuring objectives are met on time and on value.
• 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 is preferred
• Ability to use standard methodologies to quickly evaluate and size an opportunity.
• Previous experience in planning and implementing large-scale Enterprise Content Management projects.
• Experience negotiating contracts in support of complex Professional Services engagements
• Strong presence and confidence, exhibiting professional maturity and 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 1-800-499-6544.