Client Services Director (Professional Services) at OpenText

You are great at: 

• Developing trusted relationships with our Product Salesforce to ensure Consulting involvement in sales opportunities.
• Driving the services business development activities, strategy, and approach within our business.
• Developing, presenting, and closing proposals for professional services, including RFP/RFP responses.
• Identifying, qualifying, and managing the pre-sales for consulting opportunities (working with existing customers, prospective customers, and internal Product Account Managers).
• Creating a pipeline of opportunities to generate bookings meeting quarterly budget expectations.
• Understanding and ensuring timely delivery and management of resource forecasting and opportunity forecasting using appropriate tools available.
• Managing, developing, creating and ensuring timely delivery of SOW’s, and required approvals, together with managing contract and invoicing status.
• Managing, Developing and creating  the production of project scoping and estimations within opportunities.
• Leading the commercial negotiation of services contracts with clients and external suppliers.
• Taking commercial responsibility for all service delivery projects and managing escalations.

What it takes: 

• University or University of Applied Sciences Degree combined with relevant IM/IT experience (10 years) or equivalent.
• Strong track record of selling Professional Services and directing the delivery of Professional Services to a wide variety of clients.
• At least two years prior experience closing and directing engagements totaling at least $2 million in annual fees.
• Experience in services account development across various industry sectors.
• Strong presence and confidence, exhibiting maturity, with at least 10 years of working experience.
• Solid work ethic with a focus on delivering results to timescales (on time and on budget).
• Project Management Professional Certification is an asset. 
• Expertise in complex business and technical processes and their implications across the enterprise. Knowledge of project management disciplines and processes.
• Ability to understand the Open Text product offering and how to associate such to client’s business requirements, together with an ability to assess the requirements and provide a ballpark figure for discussion purposes.
• Previous experience in planning and implementing large-scale projects.