OPENTEXT - THE INFORMATION COMPANY
As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital.
Be part of a winning team that leads the way in Enterprise Information Management.
The opportunity :
The Senior Solution Consultant is a core member of the OpenText Sales team, working together to identify and develop revenue opportunities within
the OpenText Customer and Prospect base. This will involve analyzing complex customer requirements and providing a compelling, unique value
proposition to the customer, which leverages one or more solutions from the OpenText EIM suite.
The role is responsible for helping the customer visualize the value proposition by building out customized demonstrations of OpenText products and
solutions and delivering technology and business level presentations to technical, business and management-level audiences.
You are great at :
Understanding OpenText Strategic Objectives
Understanding of how OpenText offers value to the customer and ability
to interpret and articulate OpenText strategic messaging.
and Go to market in a compelling way for Customers up to Senior
Business Approach & Value Drivers
Aligns the OpenText unique value propositions to the customer’s
priorities with conversations linked to customer needs versus OpenText
and strategy, competitive positioning and defines OT sales plays to
Identify where OT can bring value to the customer and how
different products can play together to support the customers
customer / partner industry or market. Builds compelling Value
Ability to work within the OpenText Sales governance infrastructure.
Effectively balancing the needs of company policy and the interests of
able to utilize the methodology to interact and manage the virtual
best practice and creative approaches (use of VE in unique way,
cloud strategy, offshore, partner play, etc.)
Senior Solution REPORTS TO :
FEEDER ROLES :
External : Pre-sales / SC role
within the EIM industry
Internal : Solution Consultant,
Professional Services roles
ROLES : Demo Architect or
Proactively drives outcomes and resources to advance the purchase
decision without alienating the customer.
from the various parties involved and makes sure deadlines are met.
deadlines are met and customers are serviced in a timely manner.
Sales. Manages that agenda proactively during meetings, writing up
meeting reports following meeting and distributes as appropriate.
Up to date with industry trends, value chains, key processes etc. in order
to anticipate competitive situation.
industry to deepen knowledge.
OpenText Product & Solution Knowledge
Understands core products in depth (integration points, competitors,
roadmap, customer stories, etc.) and understands how to tailor
positioning. Knowledge of how to combine products to solve complex
single technology and across other technologies.
understanding of their offerings.
articulate and present them.
Effective management of the RFx cycle in collaboration with the Sales
and Central Proposal Team.
the RFx on time.
Management, Managed Hosted Services etc.)
Managing Workshops and PoCs
Managing customer expectations, success criteria, define outcome and
Initiative and Innovation
Self-starter with Natural Curiosity who takes the initiative to drive
outcomes and explore Big Ideas.
Ability to tailor communication style and tool usage to understand and
influence a range of stakeholders.
understands the difference between IT and business type questions
and also CXO and user type question sets
and other assets.
What it takes : Key Attributes