About the company:

OpenText is a global leader in information management solutions. The company provides a wide range of products and services designed to help organizations manage and make sense of their data and content. This includes solutions for content management, business network management, customer experience management, digital process automation, discovery, security, and AI and analytics.

OpenText Public Sector Solutions specializes in providing enterprise content management (ECM) software and services tailored to meet the needs of government agencies and public sector organizations. Our offerings are designed to help our customers manage and secure their digital information effectively, supporting compliance, enhancing information availability, and improving operational efficiencies. OTPSS strategic vision focuses on diversity of offerings, specifically to include other product and solution offerings from OpenText.

OTPSS Professional Services engages in a wide variety of projects for customers and partners, providing collective experience from across the Open Text customer base. Obsession with Customer success is at the heart of OTPSS vision and mission. Our team collaborates across the organization to promote and facilitate access to product and service teams, to get the right solution delivered, and drive feature innovation based upon customer needs.

About the Role:

OTPSS is a wholly owned subsidiary of Open Text and focuses on delivering solutions to the Department of Defense and Intelligence Community. We seek an experienced Senior Sales Executive for our Professional Services division. This role is pivotal in driving the sales of our existing and future professional services offerings, which complement our core products and solutions. The ideal candidate will have a robust background in consulting services sales within the technology sector.

Key Responsibilities:

• Sales Strategy Development: Design and implement effective sales strategies that align with the company’s goals and objectives. Understand market trends and customer needs to adapt strategies accordingly. Identify and develop specific opportunities and supporting business cases. Collaborate with Product sales team with account planning for solution based deals with customer focused outcomes.

• Client Relationship Management: Build and maintain strong, long-lasting customer and partner relationships. Act as the primary point of contact for all client service-related inquiries and an advocate for client needs within the company. Develop deep, lasting, and trustful relationships, especially with customer executives. Experience with channel partnerships and partner management is a plus.
• Business Development and Deal Closure: Identify new business opportunities and supporting business cases by tapping into potential customer segments, scenarios, and use cases. Work closely with Open Text product sales team to build a strong pipeline of opportunities where product is being sold. Collaborate with OpenText sales in selling joint new product and services deals. Work both independently and in collaboration with the OpenText sales team to identify and close opportunities where OpenText products help deliver customer mission objectives. Shape deals, including estimations and deal pricing. Engage in networking and outreach activities to generate leads and foster partnerships. Drive the entire sales cycle from initial client engagement to closing deals, ensuring that sales targets are met or exceeded.
• Proposal and Contract Negotiation: Lead the preparation of proposals, contracts, and bid specifications to strategically win new business. Consult with OTPSS leadership to negotiate terms and secure sales agreements that promote long-term value for both the company and the client.
• Cross-functional Collaboration: Work closely with the product teams to ensure a thorough understanding of the product line to effectively upsell professional services. Coordinate with project management and delivery teams to ensure alignment on client expectations.
• Results-Driven Sales Performance: Take accountability for achieving sales goals and quotas. Proactively address any performance issues and adjust strategies to improve sales outcomes.
• Sales Targets and Reporting: Provide detailed and accurate sales forecasting and maintain up-to-date records on sales activities in the CRM system.
• Market Insights: Continuously gather intelligence on industry trends, competitive landscape, and market conditions. Share insights with internal teams to influence product development and service offerings.
• Envision and Inspire customers: Coordinate and lead customer value engineering and art of the possible discussions to assist customers in realizing value and outcomes from OpenText products and solutions.  Evaluate customer mission and needs and build use cases to support those needs using OpenText products and solution offerings.

Required Experience & Qualifications:

• Bachelor’s degree or equivalent experience.
• At least 7 years of sales experience in the technology consulting services sector, with a strong track record of meeting or exceeding targets.
• Proven experience in sales related to technology professional services sales.
• Excellent understanding of sales principles and customer service practices.
• Demonstrated ability to work creatively and analytically in meeting customer needs.
• Proficient in CRM software and Microsoft Office.
• Strong negotiation and consultative sales skills.
• Exceptional interpersonal and communication skills, both written and verbal.
• Ability to work independently and as part of a team in a dynamic and fast-paced environment.
• Ability to obtain a US Government security clearance may be required.

Preferred Qualifications

• Consulting Services sales experience in a product-based company
• Broad Enterprise systems experience including document management, case management, and records management.
• Familiarity with compliance & security standards across the enterprise IT landscape.

At Open Text Public Sector Solutions, Inc. we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of race, creed, color, national origin, ancestry, disability, marital status, sex, age, veteran status, or sexual orientation.