Client Director (Professional Services)Johannesburg, GT, ZA
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.
The Opportunity: The Client Director will be part of the Emerging Markets Africa region PS sales team. The Client Director works closely with the Account team, including Sales, Technical pre-sales, and Value Engineering to develop and sell the digital strategy for information management for our clients.
Your impact You will be the primary contact for the selling of services opportunities. Your role will put you at the heart of the client's needs and constraints (budgetary, legal, regulatory, etc.) and will make you one of the client's privileged contacts at OpenText. You will actively participate in the sale of innovative business solutions to meet the increasingly high expectations of our customers and reach your targets. You 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.
What the role offers Develop long-term sales pipeline to increase the company's market share in specialized area of Professional Services (PS) including Learning/Education Services.Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline and drive pursuit in specialty area of PS.Sell complex solutions to customers on a partnership basis.Focus on growing contractual PS extensions for large accounts with more complexity, to higher-total contract-value renewals.Establish a professional, working, and consultative relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.Contribute to enduring executive relationships and maintain expertise on IT at all levels: new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.What you need to succeed University or Bachelor's degree; Advanced University or MBA preferred.Strong track record of selling professional services to a wide variety of clients, deals totaling at least $3 million in annual fees.Experience selling Professional Services under one or more of the following product portfolios is key: Cybersecurity, IT Operations Management (ITOM), Application Development Management (ADM), Artificial Intelligence & Analytics (AI&A), and Content Management.Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.Understand and sell high-value software solutions.
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