Cloud Solution Architect - Enterprise Content Services
OpenText Corp
Reading, United Kingdom
6d ago

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.

  • Understands OT corporate Strategy. Can articulate the OT strategy
  • and Go to market in a compelling way for Customers up to Senior

    level.

    Business Approach & Value Drivers

    Aligns the OpenText unique value propositions to the customer’s

    priorities with conversations linked to customer needs versus OpenText

    capabilities.

  • Demonstrates effective understanding and usage of the terrain map
  • understanding key roles (influencer, champion, etc.) and how to
  • influence them.

  • Completes extensive research at the Account level - customer goals
  • and strategy, competitive positioning and defines OT sales plays to

    address these.

  • High level understanding of all the main OT products in the BU.
  • Analyze and understand the customer's business process and KPI's.
  • Identify where OT can bring value to the customer and how

    different products can play together to support the customers

    goals.

  • Demonstrates ability to deliver business solutions in the
  • customer / partner industry or market. Builds compelling Value

    Sales Governance

    Ability to work within the OpenText Sales governance infrastructure.

    Effectively balancing the needs of company policy and the interests of

    the customer.

  • Has a full understanding of the COVER Planning Methodology. Is
  • able to utilize the methodology to interact and manage the virtual

    team.

  • Comes to COVER planning sessions with prepared input, sharing
  • best practice and creative approaches (use of VE in unique way,

    cloud strategy, offshore, partner play, etc.)

  • Owns the Technical Close Plan.
  • 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

    Drives Momentum

    Proactively drives outcomes and resources to advance the purchase

    decision without alienating the customer.

  • Takes full responsibility for customer focused activities, seeks input
  • from the various parties involved and makes sure deadlines are met.

  • Adequately manages multiple engagements as to ensure all
  • deadlines are met and customers are serviced in a timely manner.

  • Records time & ensures utilization, meets implicit / explicit KPIs set
  • by management.

  • Pro-actively communicates over or underutilization.
  • Prepares appropriate agendas for meeting in collaboration with
  • Sales. Manages that agenda proactively during meetings, writing up

    meeting reports following meeting and distributes as appropriate.

  • Ensure dry runs are completed.
  • Industry Awareness

    Up to date with industry trends, value chains, key processes etc. in order

    to anticipate competitive situation.

  • Takes personal responsibility for gaining in-depth knowledge on
  • focus industries.

  • Researches said Industry and spends time with customers in that
  • 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

    business requirements.

  • Proactively engages in continuous self-learning. Both deeper into
  • single technology and across other technologies.

  • Understands who the competitors are and some level of
  • understanding of their offerings.

  • Can produce a basic Solutions architecture for single product.
  • Understand solutions in OT portfolio at a high level and able to
  • articulate and present them.

  • Developing knowledge of EIM and Digital Transformation.
  • RFx Support

    Effective management of the RFx cycle in collaboration with the Sales

    and Central Proposal Team.

  • Actively participate in RFx qualification process.
  • Builds solution designs, solution overviews and BoM's under
  • supervision.

  • Takes responsibility for working with the Bid Manager to complete
  • the RFx on time.

  • Take the leadership on Technical & Functional points in RFx.
  • Co-ordinate technical request (PS, Partners, Product Marketing and
  • Management, Managed Hosted Services etc.)

    Managing Workshops and PoCs

    Managing customer expectations, success criteria, define outcome and

    follow up.

  • Jointly works with others to plan workshops and prep materials.
  • Contributes to Customer workshops
  • Works with customer to qualify PoC design, success criteria &
  • deliverables.

  • Documents and delivers proof of concepts directly under
  • supervision.

    Initiative and Innovation

    Self-starter with Natural Curiosity who takes the initiative to drive

    outcomes and explore Big Ideas.

  • Demonstrates deep curiosity and professional insight.
  • Effective Communications

    Ability to tailor communication style and tool usage to understand and

    influence a range of stakeholders.

  • Delivers tailored presentations and demos mainly to a technical
  • audience.

  • Leverages different presentation techniques like whiteboard, PPT,
  • storytelling, etc.

  • Knows what to say next when using a question set approach, and
  • understands the difference between IT and business type questions

    and also CXO and user type question sets

  • Create Need : utilizing experience from case studies, ROI studies
  • and other assets.

  • Utilizes self-awareness to identify with individuals.
  • Solid understanding on how to overcome objections in internal and
  • external meetings.

  • Identifies and develops relationships with key business contacts.
  • Has created a local internal network of contacts.
  • What it takes : Key Attributes

    Key Attributes

  • High learning agility and natural curiosity
  • Strong customer orientation and business acumen
  • Ability to mentor more junior Solution Consultants
  • Technical expertise and an active interest in technology and the EIM industry
  • Excellent written and verbal communication skills
  • Excellent presentation skills
  • Ability to travel
  • Key Experiences

  • Minimum of 5 years relevant work experience in a solution selling value based selling environment
  • BSc in Computer Science or equivalent
  • Working technical knowledge of HTML / CSS, JSP, ASP, Web Servers, Unix, Windows, VMWare virtualized platforms, Java Application Servers and
  • relational databases

  • Deep level of understanding of IT concepts e.g. SOA, client server, protocols
  • Solid skill level in multiple product areas of Enterprise Information Management
  • Solid working knowledge of Cloud computing strategies, business models and issues
  • Apply
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