Lead Customer Relationship Manager

OPENTEXT - THE INFORMATION COMPANY

Together, Carbonite and Webroot formthe SMB and Consumer Division of OpenText. The mission of our joint offering is to make cyber resilience simple, reliable and accessible in the connected world.We foster a thriving, dynamic environment rich with inventive minds and entrepreneurial spirit and our employees are empowered and encouraged to build their careers at OpenText.

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:

The OpenText Cloud Specialists team is growing. Customers are moving their Application Development & IT Operations onto SaaS & Cloud orientated solutions.

As a critical member of the team, you will be supporting OpenText customers, partners and Sales to win & enrich SaaS and Cloud deals across North America or Europe. You will work with Sales to qualify, sell & close large off-cloud to cloud migrations, providing clear benefits to the customer & OpenText. You'll sit down with new & existing customers and align their needs to the OpenText SaaS portfolio.

As a Lead CRM, you will help customers analyse their current infrastructure, using this knowledge to clearly demonstrate the value of OpenText SaaS back to their stakeholders. You will speak to customers about their licensing, infrastructure, security, and privacy requirements, qualifying these before engaging technical teams. Being able to articulate the value of SaaS to a customer and their specific business need is a critical part of the role.

You will help Sales, Customer Succes, Support, Professional Services, and other teams, understand SaaS by delivering enablement and tactical deal support across North America/Europe. You will help OpenText grow SaaS revenues & margins by becoming directly involved in deals. As a highly visible specialist you'll support SaaS throughout your regions and directly engage senior country management to help them in hitting their SaaS targets.

Supporting SaaS strategically is a key part - designing & executing company initiatives to grow OpenText SaaS. As a Lead CRM, who is directly involved in large deals you are uniquely positioned to provide valuable feedback to the business on areas such as sales cycle, competitive analysis, current trends, and the state of the market.

What the role offers:

• Grow OpenText SaaS Revenues and improve deal margins
• Lead high value customer SaaS deals
• Construct & deliver customer TCO & ROI SaaS models
• Provide SaaS Specialist support to Customers, Sales & Partners.
• Become an embedded & respected SaaS resource in your assigned region
• Deliver meaningful feedback to OpenText country leaders
• Keep abreast of all current SaaS topics: HA/DR, security, GDPR, hyperscalers, etc
• Support other OpenText teams in their SaaS activities: legal, marketing, renewals, pre-sales, deal desk, training teams, product engineering et al
• Build and execute strategic initiatives to grow OpenText SaaS in the long term

What you need to succeed:

• You are a leader; you know how to listen and also when to speak up
• You are not afraid to make mistakes, you learn from them and improve
• You are thoughtful before any action/activity/engagement, and anticipate the outcome
• Fluent in the language of Enterprise SaaS - concepts such as encryption, key management, HA, DBAs, RTO/RPO, SLO/SLA, GDPR, DPAs etc
• Acknowledged mastery of Sales principles, practices, tactics and tools
• In-depth understanding of the industry, offering categories and company offerings/ strategy
• Proficient in Microsoft Office particularly Power Point & Excel
• Excellent written/oral communications
• Strong analytical skills
• Excellent interpersonal skills
• Ability to build, manage and influence within virtual teams
• Exceptional negotiating skills
• Ability to interface effectively with all levels of management and functional disciplines, both within and outside the company
• Strong influencing and consensus-building skills
• Conflict-resolution skills

One Last Thing:

OpenText is more than just a corporation, it's a global community where trust is foundational, the bar is raised, and outcomes are owned.

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 . Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.