Client Director (Professional Services)

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.

OpenText is one of the world’s largest enterprise software providers. We deliver mission-critical technology and supporting services that help thousands of clients worldwide manage core IT elements of their business so they can run and transform—at the same time.

At OpenText, everything we do is based on a simple idea: The fastest way to get results is to build on what you have. Our software solutions enable organizations to do just that. Secure and scalable, with analytics built in, they bridge the gap between existing and emerging IT—fast-tracking digital transformations across DevOps, Hybrid IT, Security, and Data Privacy. In the race to innovate, OpenText clients have a clear advantage.

YOUR IMPACT
OpenText is seeking an energetic, self-driven enterprise Services Sales Executive (Client Director) to expand the OpenText install base within several strategic Australian banking accounts. You will be responsible for leading Services pursuit across our entire Software portfolio. You will be responsible for increasing our footprint and growth, facilitating long-term, value-based relationships through direct engagement with decision-makers. The ideal candidate must have deep client and industry knowledge and be able to influence key decision makers on the OpenText value proposition and in our ability to deliver long-term value for our clients.

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.

WHAT THE ROLE OFFERS

• Develops long term sales pipeline to increase the company's market share in providing Services across the OpenText install base.
• Use specialty expertise to seek out new opportunities for client value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Set the direction for business development and solution replication.
• Creates and grows reference clients.
• Sell complex solutions to clients 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 clients.

WHAT YOU NEED TO SUCCEED

• Bachelor's degree, or directly relevant previous work experience.
• Achieve on personal bookings target every financial year, with the ability to grow your numbers year on year.
• Prior selling experience, especially within the FSI industry.
• Viewed as an expert in a given field by company and client.
• Considered a mentor in selling strategy, including designing strategy.
• Typically, 12+ years of related sales experience.
• Develop and maintain executive-level client relationships through a deep understanding of client business objectives, operations, and technology landscape.
• Drive services revenue by prospecting, negotiating, and closing large enterprise deals while achieving sales objectives and building a predictable pipeline.
• Apply consultative selling, business development, industry expertise, and strong communication skills to align client needs with high-value software, services, and solutions.
• Demonstrate expert knowledge of OpenText's portfolio, competitive landscape, and market trends to position differentiated solutions and create customer value.
• Lead strategic account planning, business case development, and cross-functional collaboration to drive incremental revenue growth and successful customer outcomes.
• Build and leverage internal, partner, and executive stakeholder relationships to maximize opportunities, accurately forecast business, and support long-term growth.

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 at hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.