Client Director

4 weeks ago

Johannesburg, South Africa Open Text Corporation Full time

OPENTEXT OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.
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.
Your Impact
The Client Director 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 reference ability. 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. You will be the primary contact for new business opportunities within their sectors
What the role offers
- Developing trusted relationships with our Product Salesforce to ensure Consulting involvement in sales opportunities.
- Driving the services business development activities, strategy, and approach within our business.
- Developing, presenting, and closing 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 opportunities to generate bookings meeting quarterly budget expectations.
- Managing and ensuring timely delivery of SOW’s, and required approvals, together with managing contract and invoicing status.
- Leading the commercial negotiation of services contracts with clients and external suppliers.

What you need to succeed
- University or University of Applied Sciences Degree combined with relevant IM/IT experience.
- Strong track record of selling Professional Services and directing the delivery of Professional Services to a wide variety of clients.
- Project Management Professional Certification is an asset
- Advanced experience in Contract Negotiation both internal and External at CxO level
- Demonstrated experience in managing the entire sales process, contracting process and legal implications of a deal totaling at least $2 million in annual fees
- Selling of Enterprise Software and Services associated (Solution Selling)/Commercial business case modelling
- essentially a deal architect
- Experience in Cloud and associated Hyperscalers
- They will need to demonstrate an impressive track record of services solutions to large enterprise accounts

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.

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