Description:
As ITOM Lead Solution Consultant you will be defining, developing & supporting the sales process for OpenText ITOM technology and solutions with account teams and will be engaging in account transactions based on technical expertise required in specific deals/programs leveraging specialized knowledge base across multiple accounts. You will also be the go-to-person for technical know-how in sales presentations, product demonstrations, and customer workshops.
In Order to support the go to market and the assigned geography, you will be responsible of:
- Working across functional teams to create and execute your vision for ITOM in the local market, routinely collaborating with and influencing colleagues in Product Development, Marketing, Sales and Sales Engineers.
- Engaging closely with the engineering team to define the content of the regular suite release in the Agile Release Train.
- Driving ESM and AIOps lifecycles according to OpenText journey to value process and IT4IT methodology
- Writing epics and user stories developed with measurable goals, grounded in needs, supported by data, in an iterative fashion
- Creating the right demo scenarios and ITOM content to be consumed by the team.
Experience And Knowledge Required
- Typically 12 to 15 years of experience in technical selling and/or consultative selling.
- Professional IT Operations Solution management experience
- Strong technical customer facing experience
- Previous Experience in Observability and AIOps leading solutions is a must
- Knowledge of any of the OpenText ITOM solutions such as Operations Bridge, NOM, SMAX, Asset Manager, Universal CMDB, HCMX and Operations Orchestration is a big plus.
- Understanding of the IT Operations fundamentals, concept, dynamics as well as key competitor’s offering
- Proven track of growing Observability, Service Management and Automation Business.
- Be able to drive Executive and C-level discussion and business value proposition alignment
- Exceptional communication skills with proven ability to influence
- ITIL Foundation Certification is a must and knowledge of IT4IT Framework is a big plus.
- Both technically oriented and business competent with ability to communicate and deeply engage with Engineering, Product Development, support Sales and Product Marketing teams
- Aware of latest IT Operations trends and evolution in the industry and their impact on market
Education
Computer and Software Engineering University BA or higher degree preferred
Areas Of Responsibility
- Opportunity analysis: gathers and assesses customer needs, both business and technical, identifies related needs (lead generation, opportunity expansion), site-specific parameters and constraints that impact the solution, required project steps, possible areas that require attention, probable competition and product roll-out data/training needs.
- Solution Planning and Design: architects an appropriate technical solution to meet the customer's requirements, investigates and optimizes a solution's fit to the requirements of an opportunity, adapts solution design to new requirements, stablishes the validity of a solution and its components, identifies the growth path and scalability options of a solution, assesses likely competitive threats.
- Solution proposal and Showcasing: Conducts presentations and workshops for customer around OpenText Software, Assists in technical demos that explain the functionality and benefit of OpenText Software, Conducts Proof of Concept installation and configuration on client sites for OpenText software evaluation, Provided Answers and Integrated Solutions in order to reply to RFP, RFI and RFQ.
- Client/customer relationship: maintains excellent communications with customer management, represents the company as a technical expert with customers; shares knowledge in area of expertise, advances opportunities through the use of effective consultative selling techniques, builds customer loyalty through being a trusted advisor, partners effectively with others in the account to ensure problem resolution and customer satisfaction, communicates and articulates the details of their component roles in a proposed customer solution.
- Team collaboration: actively supports the account team with solution advice, proposals, presentations, and other customer communications, transfers knowledge to Sales Engineers peers, identifies overlooked opportunities within the account, analyzes and provides support to deals in the pipeline where needed, facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design; understands the roles and effectively engages other teams and resources within the company and partners.