Professional Services Sales Manager

5 hours ago

Canberra, Australia OpenText Full time

OPENTEXT - THE INFORMATION COMPANYAs 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
Collaborates with Product Account Managers and provide Services expertise across the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.
You are great at
- Develops long term sales pipeline to increase the company's market share in providing Services across the OpenText installed base.
- Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
- Set direction for business development and solution replication and Sell complex solutions to customers on a partnership basis.
- Focus on growing contractual renewals 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 close leads.
- Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
- Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

What it takes
- Demonstrated achievement of progressively higher quota diversity of business customers, and higher-level customer interface.
- Viewed as an expert in each field by company and customer.
- Considered a mentor in selling strategy, including designing strategy.
- 12+ years of related sales experience.
- Ability to use industry/market knowledge, analytical skills, evangelism, and product knowledge coupled with outstanding communication and presentation skills to sell our offerings to our customers.
- Great communication and collaboration skills, ability to navigate complex, matrixed organizations and marshal resources as needed.
- Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
- Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.

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