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 are hiring talent AI can't replace to help us shape the future of information management. Join us.
Your Impact
Client Manager's (CM) at OpenText are part of a global team of highly skilled and entrepreneurial professionals who understand that their clients are experiencing unprecedented change. Your clients trust you to help them solve their most pressing business problems and support them in their digital journey.
In this role, you are responsible for developing and strengthening strategic relationships within assigned accounts by protecting and growing OpenText's revenue. You will promote OpenText's solutions, support, and services capabilities. Through formal and informal activities, you will market our capabilities to existing clients, with a view to strategic enterprise agreements and high-touch client 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 client satisfaction.
What The Role Offers
- Sell the value of OpenText services and support programs and drive retention as well as expansion by developing and strengthening relationships (C-level to Manager).
- Develop and maintain long-term post-sales relationships with client accounts critical to the company in terms of recurring base revenue and future growth.
- Manage services and generate sales among key accounts, including upselling and cross-selling.
- Act as the point of contact for assigned clients under minimal supervision with latitude for independent judgment.
- Report directly to the Manager of Client Management (MCM).
- Conduct sales activities for assigned strategic accounts to achieve or exceed assigned revenue objectives.
- Be knowledgeable about the company's products and services to facilitate sales efforts.
- Ensure clients receive requested products and services in a timely fashion.
- Communicate client needs and demands promptly to respective internal business units and coordinate with colleagues working on the same account to ensure consistent service.
- Maintain sales records of client transactions and prepare sales reports as required.
- Forecast and track client account metrics.
- Identify opportunities to grow business with existing clients.
- Work with the company's sales team to reach prospective clients.
- Perform other duties as required by the Manager of Client Management (MCM).
- Quoting, establishing a regular outreach cadence, positioning upsells, regular follow-up, and closing renewals prior to expiration.
- Helping to identify new opportunities within the internal and external landscape.
- Manage client escalations in collaboration with cross-functional teams to ensure client satisfaction and continuous improvement.
- Lead and attend client meetings.
What You Need To Succeed
- An innovative and creative approach to complex challenges.
- Developing and maintaining post-sales relationships with named client accounts, ensuring continued renewal and future expansion.
- Negotiating.
- Managing, servicing, and upselling an assigned territory of accounts.
- Operating with minimal supervision and given latitude for decision-making.
- Performing sales activities for assigned accounts to achieve and exceed revenue objectives.
- Ability to interact effectively with all levels of a company from C-level executives to Managers.
- Ability to prioritize and balance multiple projects and deadlines in an evolving environment.
- 3-5 years of experience in a client-facing role in Sales or Customer Success Management preferred (Software Sales is an asset).
Qualifications
- Excellent written, oral, presentation, and communication skills
- Excellent critical thinking skills
- Strong communication and negotiation skills
- Eagerness to collaborate within, and across, teams to achieve results
- Ability to work under pressure in order to meet deadlines
- Think creatively.
- Always act professionally
OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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.
Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. A summary of those benefits can be found on our Why Join Us page. As you move through the hiring process, we’re happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.
Salary Range: $49,600 - $74,400; Depending on the candidate’s education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted.
AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations. 
