Client Manager

Description:

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.

The Client Manager 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.

Client Managers are the primary contact for new business opportunities within their sectors and will fulfil the role of Services Account Managers.

You Are Great At

• 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.
• Understanding and ensuring timely delivery and management of resource forecasting and opportunity forecasting using appropriate tools available.
• Managing and ensuring timely delivery of SOW’s, and required approvals, together with managing contract and invoicing status.
• Managing the production of project scoping and estimations within opportunities.
• Leading the commercial negotiation of services contracts with clients and external suppliers.
• Taking commercial responsibility for all service delivery projects and managing escalations.