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Client Manager/services Sales Manager
3 weeks ago
**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**:
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.
Such services include the implementation of solutions based on OT products including development and support of custom solutions. The Client Manager 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 Manager also liaises with and brokers relationships with OT partners and other contractors to establish relationships in general and for specific projects.
The Client Manager is responsible for revenue generation and customer success for assigned clients while actively supporting peers across for mutual success against the OT mission of revenue, margin, and referencability.
The applicant will come from a business focused technology background dealing with both users and technicians and will have commercial acumen and knowledge of the sales environment. Services project experience is also important.
The role is both sales and delivery focused with team sales and revenue targets.
Client Managers are the primary contact for new business opportunities within their sectors and will fulfil the role of Services Account Managers.
**You are great at**:
- Developing trusted relationships with our Product Sales force to ensure Consulting involvement in sales opportunities.
- Driving the services business development activities, strategy and approach within our business.
- Developing, presenting, and closing of proposals for professional services, including RFP/RFP responses.
- Identifying, qualifying, and managing the pre-sales for consulting opportunities (working with existing customers, prospective customers, and internal Product Account Managers).
- Creating a pipeline of opportunity to generate bookings meeting quarterly budget expectations.
- Understanding and ensuring timely delivery and management of resource forecasting and opportunity forecasting using appropriate tools available.
- Managing and ensuring timely delivery of SOW’s, required approvals, together with managing contract and invoicing status.
- Managing the production of project scoping and estimations within opportunities.
- Leading the commercial negotiation of services contracts with clients and external suppliers.
- Taking commercial responsibility for all services delivery projects and managing escalations.
**What it takes**:
- University or University of Applied Sciences Degree combined with relevant IM/IT experience (5-8 years) or equivalent.
- Strong track record of selling Professional Services and directing the delivery of Professional Services to a wide variety of clients.
- At least two years prior experience closing and directing engagements totalling at least $2 million in annual fees.
- Experience in services account development across various industry sectors.
- Strong presence and confidence, exhibiting maturity, with at least 10 years working experience.
- Solid work ethic with a focus on delivering results to timescales (on time and on budget).
- Project Management Professional Certification is an asset.
- Expertise in complex business and technical processes and their implications across the enterprise. Knowledge of project management disciplines and processes.
- Ability to understand the Open Text product offering and how associate such to client’s business requirements, together with an ability to assess the requirements and provide a ballpark figure for discussion purposes.
- Previous experience in planning and implementing large scale projects.
