Director, Solutions Consulting

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.

Job Description:

We are looking for a Director of Solution Consulting, OEM & API to primarily support the Global OEM & API Sales teams. You will also work to support and collaborate with other business throughout OpenText, including LegalTech & AI, Corporate Sales, Portfolio Sales, ECS, Digital Experience, and other businesses, including those that go-to-market with our exciting and innovative Aviator solutions. In this role, you will both manage a team of Presales experts and will help to inspire, develop and motivate them as well as contribute and grow the OEM & API business and revenue goals by supporting the sales teams.

What you are great at:

• Inspiring your team to deliver excellence during the customer experience.
  • Leading by example and scoping the solution requirements of customers and prospects.
  • Articulating the value of OpenText solutions to meet the customer’s needs.
  • Building trust and credibility of the solution experience through a strong background of successful customer implementations.
  • Presenting compelling business cases to customers for technical, business and C-level audiences.

What you will be doing:

• Win projects and drive revenue by helping our customers understand why OpenText is the best choice for their business goals.
  • Qualify opportunities for the appropriate solution from the OpenText portfolio of products.
  • Manage the team to inspire, motivate and develop them towards their goals and those of the business.
  • Provide technical leadership and mentorship to peers and your direct reports by architecting solutions which secure our customers’ business cases and investment decisions.
  • Lead your team to help deliver written solution proposals and presentations to clients including responses to RFPs/RFIs/RFQs.
  • Work closely with solutions consulting, sales, and sales management to establish in depth account plans and strategies.
  • Work with marketing and sales on competitive intelligence, sales collateral, and solution positioning.
  • Maintain solid knowledge of OpenText solutions as well as technical, market and industry knowledge.
  • Maintain positive working relationship with all other OpenText areas.
  • Help lead and participate in special projects that contribute to the success of all OpenText businesses.

Experience and Education:

• 5- 10 years’ experience in presales or professional services supporting direct sales, OEM sales, or channel sales from a technical standpoint.
  • A track record of leading Presales teams and/or developing Presales team members in day-to-day business or projects and initiatives.
  • Experience with OpenText products strongly desired.
  • Solid skill level in one or more areas of leading Information Management solutions (Content Services, Capture, AI & Analytics, SAP and/or other solutions from OpenText).
  • Working understanding of modern technologies and languages such as HTML/CSS, JSP, ASP, Web Servers, Unix, Windows, VMWare virtualized platforms, Java Application Servers and relational databases.
  • Experience with API integration and how this helps developers solidify application builds.
  • Experience with the fundamentals of AI and an understanding of successful go-to-market strategies for AI at OpenText.
  • Deep level of understanding of IT concepts e.g. SOA, client server, SaaS, protocols.
  • Knowledge of solutions from OpenText ecosystem partners such as SAP, Salesforce, Microsoft, or others are a plus.
  • Working knowledge of Cloud computing strategies, business models, and issues.
  • Excellent customer relations including written and verbal communication skills in English – with other language proficiencies strongly desired.
  • Experience developing and presenting clear and concise messages to both technical and business prospects.
  • Ability to travel on a regular basis within continental Europe and beyond as necessary.
  • Bachelor’s Degree and/or a minimum of 5-10 years relevant work experience in a software solution selling/value-based selling environment

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at [email protected].