Job Description

OPENTEXT - THE INFORMATION COMPANY

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.



AI-First. Future-Driven. Human-Centered.

At OpenText, AI is at the heart of everything we do--powering innovation, transforming work, and empowering digital knowledge workers. We're hiring talent that AI can't replace to help us shape the future of information management. Join us.



YOUR IMPACT

Customer Manager's (CM) at OpenText, are part of a global team of highly skilled and entrepreneurial professionals who understand that their customers are experiencing unprecedented change. Your customers trust in you to help them solve their most pressing business problems and to support them in their digital journey.

In this role, your primary objective is maintaining and growing revenue by developing programs with strategic customers that will drive community programs and community revenue. Customer Managers are focused on building and growing relationships with an assigned set of accounts. This includes upselling and cross selling OpenText services. You will promote OpenText's solutions, support, and services capabilities. Through formal and informal activities, you will market our capabilities to existing customers, with a view to strategic enterprise agreements and high-touch customer interactions at all levels. As the primary point of contact for your assigned accounts, you will work closely with Sales, Services, Support, Legal and Finance to ensure customer satisfaction.

In addition to the core responsibilities, this role requires a strong understanding of partnership selling, particularly in the context of SAP's go-to-market strategy. The Customer Manager will be expected to navigate joint value propositions, co-sell motions, and ecosystem dynamics that are central to SAP's renewal approach. Experience working within or alongside SAP's partner programs, and the ability to align OpenText's offerings with SAP's strategic initiatives, will be key to success in this role.



WHAT THE ROLE OFFERS

Collaborate with SAP account teams and ecosystem partners to align OpenText solutions with SAP's go-to-market strategy.o Drive joint account planning and co-renewal motions with SAP, ensuring mutual value creation and strategic alignment.o Navigate multi-party sales cycles involving SAP, OpenText, and customer stakeholders to ensure seamless execution and customer satisfaction.o Sell the value of Open Text services and support programs and drive retention as well as expansion by developing and strengthening relationships (C level to Manager) o Providing exceptional service by reaching out via phone, email, as well as on-site meetings on a consistent basis to build strong customer relationships. o Ability to consistently achieve revenue and MCV objectiveso Following a consultative and proactive process to produce competitive renewal process. o Utilizing a standard operating procedure to bring renewal contracts in at full value and on time. o Consulting with internal stakeholders to prepare renewal quotes, overcoming objections through process of negotiation and adjusting quotes as required to ensure competitiveness of the solution being presented to the customero Constant identification of at-risk contracts and early engagement with internal stakeholders to mitigate revenue erosion. This includes contract buy-outs when necessaryo Partnering with Professional Services on implementation projects to make sure services are delivered on-time to assure revenue recognition according to SOW/contracto Constant monitoring of revenue trends for accurate fiscal year revenue forecastingo Trusted advisor to the customer for their support and business needs. o Cultivate an environment of mutual value recognized between OpenText and our customers.o Take ownership of the accounts assigned with a strong sense of urgency to manage a portfolio resulting in full value, on time renewals. o Understanding of road map for OpenText solutions to bring additional value to customers and growing revenue for assigned territory. o Being knowledgeable about customer and industry trends relating to B2B, B2C and A2A, that will contribute to being a trusted advisor for customers

WHAT YOU NEED TO SUCCEED

Experience working within or alongside SAP's partner ecosystem, including joint selling, solution alignment, and account planning.o Ability to build and maintain relationships with SAP field teams and partner managers.o Proven success in partnership selling or ecosystem-led sales environments.o Strategic thinking and ability to position OpenText value within SAP-led transformation initiatives.o An innovative and creative approach to complex challengeso Ability to build, manage and execute a sales pipeline that will result in consistent quarterly MCV (new business) performance.o Ability to identify up-sell and cross-sell opportunities, lead pass and partner with field sales to successfully close new business for OpenText.o Developing and maintaining post-sales relationships with named customer accounts, ensuring continued renewal and future expansiono Negotiatingo Managing, servicing, and upselling an assigned territory of accountso Operating with minimal supervision given latitude for decision makingo Performing sales activities for assigned accounts to achieve and exceed revenue objectiveso Ability to interact effectively with all levels of a company including C level to Managero Ability to prioritize and balance multiple projects, as well as deadlines, in an evolving environmento 2 years of experience in a customer-facing role in Sales or Customer Success Management preferred (Software Sales is an asset)

QUALIFICATIONS:

Excellent written, oral, presentation, and communication skillso Excellent critical thinking skillso Strong communication and negotiation skillso Eagerness to collaborate within, and across, teams to achieve resultso Ability to work under pressure to meet deadlineso Think creatively. o Always act professionallyo We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates. Please don't hesitate to apply.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.

If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us athr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.