Client Director- Professional Services Sales Public Sector

Open Text Inc.

2d • Onsite

About The Position

A Client Director role at OpenText is an opportunity to drive meaningful impact for clients and the business. In this role, you will be responsible for Professional Services sales, revenue generation, and client success within the US Public Sector, while collaborating with peers across North America to achieve shared goals around bookings, revenue, margin, and client advocacy. As Client Director, you will own all aspects of Professional Services within your territory, including driving services sales, supporting license and cloud opportunities, and ensuring successful solution implementation. You will serve as a trusted advisor to clients, strengthening relationships while positioning the full portfolio of Professional Services to maximize client value.

Requirements

• University Degree or College Diploma and/or relevant IM/IT experience (10+ years) or equivalent.
• Experience selling Professional Services into the public sector (State, Local, Federal and Education).
• 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 quickly evaluate and size an opportunity. Being able to quickly assemble business requirements to OT modules and provide an estimate for budgetary purposes.
• At least two years prior experience closing and directing engagements totaling at least $1 million in annual fees
• Have experience selling to and/or working for major corporations within the United States Public Sector
• 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

Responsibilities

• Generating revenue opportunities by developing solutions for clients based upon Opentext products using creativity and the available tools.
• Aggressively pursuing a pipeline of opportunities to generate bookings meeting quarterly individual and territorial booking target 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 forecasted resource needs, opportunity forecasting, proposal/SOW writing and achieving required approvals, contract 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
• Sharing of constructive and successful strategies with peers and other colleagues to benefit the entire team.
• Presenting to and interacting with C-Level executives
• Selling Professional Services to public sector accounts.

Benefits

• Thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing.
• Variable and commission compensation opportunities for eligible roles.
• Vacation entitlement.
• Paid time off.
• Bonus or commissions.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree