Description:
The Client Manager is responsible for Professional Services sales, revenue generation and establishing an acceptable opportunity sold margin within NA Central Region while actively supporting peers in the West Region and across North America for mutual success against the OpenText mission of bookings, revenue, margin, and reference-ability.
You are great at:
- Generating revenue opportunities by developing solutions for clients and Service Offering using creativity and the available tools.
- Creating a pipeline of opportunity 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, 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 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
- Formulating and managing strategies and project plans including: 1) Management of deliverables 2) Determination and tracking of project plans (including Work Breakdown Structures, timelines, resource plan training plans and any other related contractual milestones, plans, or milestones) 3) Regular project reviews and reporting 4) On-going risk, issue and change management; This is to be done for both time and material and fixed fee engagements.
- Dealing with Customer Sr. Management and C-Level executives
- Selling Professional Services to commercial and public sector accounts that include state and local governments, higher education institutions and federal government agencies and installations.
What it takes:
- University Degree or College Diploma and/or relevant IM/IT experience (5+ years) or equivalent.
- At least 4 years of experience with IT systems.
- 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.
- 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.
- Previous experience in planning and implementing large scale ECM projects.
- At least two years prior experience closing and directing engagements totaling at least $1 million in annual fees
- Prior experience as a senior manager in a big 5 or major consulting organization preferred.
- Have experience selling to and/or working for major corporations within the west United States client base is preferred
- Strong presence and confidence, exhibiting professional maturity, strong communication skills with at least 5 to 10 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