Description:
The Client Director is responsible for Professional Services sales, revenue generation and customer success for their accounts within NA East Region while actively supporting peers in the East Region and across North America for mutual success against the OT mission of bookings, revenue, margin, and reference-ability.
You Are Great At
- Generating revenue opportunities by developing solutions for clients and Service Offerings using creativity and the available tools.
- Creating a pipeline of opportunities to generate bookings meeting quarterly budget 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, and 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 sales forecasting and be able to report accurately on Quarterly bookings to the 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
- Dealing with C-Level executives
- Selling Professional Services to a full range of OpenText current and potential customers.
What It Takes
- University Degree or College Diploma and/or relevant DX experience (10+ years) or equivalent.
- At least 5 years of experience with Customer Communications Management.
- Expertise in complex business and technical processes and their implications across the enterprise.
- Experience selling Professional Services
- 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 engagements totaling at least $1 million in annual fees
- Have experience selling to and/or working for major corporations within the northeastern United States client base is preferred
- Strong presence and confidence, exhibiting professional maturity, strong communication skills with at least 10 to 15 years of 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