Client Director

Open Text Inc.•Virtual,

3d•$132,800 - $199,200

About The Position

The Federal Client Director at OpenText is responsible for Professional Services sales, revenue generation, and client success within the US Public Sector, while collaborating with colleagues across North America to achieve bookings, revenue, margin, and client advocacy goals. The role owns all aspects of Professional Services within its territory, including services sales, supporting license and cloud opportunities, and successful solution implementation. The Client Director serves as a trusted client advisor and positions OpenText’s Professional Services portfolio to maximize client value. The role develops solutions using OpenText products, pursues opportunities against quarterly booking targets, negotiates service deliverables, schedules, and costs, and keeps opportunity information current in Salesforce.com. It works with sales teams to grow existing accounts through solution realization, enhancement, and operational services. Responsibilities also include resource and opportunity forecasting, proposal and SOW development and approvals, contract-status tracking, revenue reporting, process improvement, RFP responses, business-development coordination, and sharing effective strategies with colleagues. The position presents to and interacts with C-level executives and sells Professional Services to public-sector accounts. The role may require travel of up to three to four days per week at times. OpenText describes a benefits package supporting physical, emotional, and financial wellbeing; details about benefits, vacation entitlement, paid time off, and variable or commission compensation are available during the hiring process. The advertised salary range is $132,800–$199,200, plus commissions, with actual pay varying based on factors including experience, skills, location, and internal and external market considerations.

Requirements

University degree, college diploma, relevant IM/IT experience of 10 or more years, or equivalent.
Experience selling Professional Services to public-sector organizations, including state, local, federal, and education accounts.
Experience managing teams and direct reports and ensuring objectives are completed on time and within budget.
Expertise in complex business and technical processes and their implications across an enterprise.
Knowledge of project-management disciplines and processes.
Knowledge of OpenText product offerings and how to connect them to client business requirements.
Ability to use standard methodologies to evaluate and size opportunities, assemble business requirements into OpenText modules, and provide budgetary estimates.
At least two years of experience closing and directing engagements totaling at least $1 million in annual fees.
Experience selling to and/or working for major corporations within the United States Public Sector.
Strong presence and confidence, professional maturity, strong communication skills, and at least 10 to 15 years of work experience.
Strong work ethic and willingness to meet client demands.
Willingness to travel, at times, up to three to four days per week.

Responsibilities

Generate Professional Services revenue opportunities by developing client solutions based on OpenText products.
Pursue an opportunity pipeline to meet quarterly individual and territorial booking targets.
Negotiate service deliverables, schedules, and costs with external suppliers or internal OpenText groups.
Update opportunity status in Salesforce.com in a regular and timely manner.
Work with sales teams to generate revenue in existing accounts by proposing solution realization, enhancement, and operational services, including updates, upgrades, and customization.
Manage forecasted resource needs and opportunity forecasts, prepare proposals and statements of work, obtain required approvals, and track contract status.
Forecast and accurately report quarterly revenue and bookings to the Regional Vice-President.
Promote, identify, recommend, and implement process improvements.
Manage Professional Services team contributions to RFP responses and track opportunities, including participation in business-development synergy meetings to communicate account activities to OpenText stakeholders.
Share constructive and successful strategies with peers and colleagues.
Present to and interact with C-level executives.
Sell Professional Services to public-sector accounts.
Support license and cloud opportunities and ensure successful solution implementation.