Value Engineer-Business Network

Ref#: 15464

Function: Sales

Location: Germany, Frankfurt

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As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management. 

The OpenText Business Network group is a leader in B2B solutions and powered by the world’s largest business network in the Cloud.  Our Inside Sales team offers a set of solutions that facilitate efficient and secure exchange of information inside and outside of the organization, ranging from on-demand messaging and secure managed file transfer, to B2B integration and B2B applications. The world’s largest companies run in the OpenText Cloud that is supported 24/7 by our managed services team and enables 20 billion digital commerce transactions per year.

The Opportunity:

Reporting directly to the VP, Strategic Sales within the Business Network Business Unit of OpenText, this individual will be responsible for working with customers, in agreement with the OpenText Account Executive, to help them understand the business value of both the immediate and progressive investment in OpenText technologies, based on improvements to business process and associated information management.

Working closely with the local team of Account Executives and Solution Consultants, as appropriate, you will take responsibility and offer leadership in the identification of value, alongside colleagues who can complement your contribution with full support in terms of technology and deployment understanding.

You are great at: 
  • Working on selected strategic accounts ($1B+)
  • Conducting onsite ‘consultancy engagements’ designed to analyse customer business processes and identify business pains or opportunities that can be better addressed.
  • Leveraging workshop tools such as ROI assessment, TCO worksheet, and Point of View dialogues
  • Enabling the Account Executives for success by providing the customer with compelling investment logic - the benefits and business case for doing so.
  • Identifying business *pains- or opportunities, currently not well addressed, that can be better addressed through improvements to business process or information management enabled by OpenText BN technologies,
  • Constructing compelling, easy-to-understand cases for investment

What it takes: 

  • Experience in consulting with customers at all levels from operational staff to CEO, recognising the different needs of individuals at different levels and in different functions.
  • Strong knowledge and expertise in Supply Chain business processes (including supported message types) across several industries, including retail, CPG, automotive, high tech, and financial services.
  • Willingness and ability to diplomatically coach challenge and extend customers’ thinking to assure full capture of both direct and indirect business benefits of a proposed process or IM improvement.
  • Excellent English and German or French language skills, written and oral.
  • Minimum of 5 years relevant work experience in business consultancy, external and possibly internal, ideally in technology-related situations
  • Good understanding of Order to Cash and Procure to Pay business processes
  • Strong presentation and explanation skills.
  • Ability to travel as required.

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