Solution Consultant - Business Network

Ref#: 18343

Function: Sales

Location: United Kingdom, Reading

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OPENTEXT - THE INFORMATION COMPANY

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 opportunity:

The Solution Consultant is a core member of the UK and Nordics sales team, working together to identify and develop revenue opportunities with prospects and within our existing customer base. This involves analysing complex customer requirements and providing a compelling, unique value proposition to the customer, which leverages one or more solutions from the Business Network product portfolio.

With increasing complexity in the supply chain, digitization is a key driving factor to enable visibility, manage disruption and drive cost efficiencies. The Solution Consultant understands these supply chain drivers across multiple industries and is responsible for helping the customer visualise how OpenText solutions address their business challenges. The Solution Consultant clearly articulates our value proposition by delivering proposals and presentations to technical, business and management-level audiences. This pre-sales role reports into the B2B Solutions Consulting Manager.

You are great at:

•Technically qualify opportunities for B2B services in alignment with the OpenText product portfolio

•Develop sales leads and provide expert discovery and analysis of customer business and technical requirements.

•Architect solutions based on OpenText capabilities, which will secure the customers’ business case and investment decision.

•Present and demonstrate both OpenText solutions as well as compelling business cases to customers for both technical and c-level audiences.

•Win supply chain B2B implementation projects by helping our customers understand why OpenText is the best choice for them to achieve their business outcomes.

•Create and deliver written solution proposals and presentations to clients including responses to RFPs/RFIs/RFQs.

•Provide on-going technical support to well-qualified prospects conducting evaluations. This may include coaching, live demonstrations, trouble-shooting, and best-practices consulting.

•Work closely with solution definition and professional service teams to scope and document projects and estimates for proposals.

•Partner closely with sales and sales management to establish in depth account plans and strategies. Work with product, marketing and sales on competitive intelligence, sales collateral, and solution positioning.

•Maintain solid knowledge of OpenText solutions, as well as technical, market and industry knowledge.

•Maintain close working relationships with multiple internal functions and business units.

•Provide business process and technical leadership.

What it takes:

•Minimum of 5 years relevant work experience in B2B services sales, pre-sales, consulting or delivery

•BSc or equivalent degree in Computer Science, Engineering or a related field, or equivalent industry experience

•Experience in architecting enterprise-level solutions

•Strong presentation and explanation skills

•Excellent customer service, oral and written communications skills

•Proven expertise for problem - ability to dig deep

•Ability to master a broad range of expertise ranging from understanding the business process to collecting and analysing business and technical requirements

•Credibility & maturity to work with customer representatives ranging from technical to management level

•Demonstrate a team attitude while enjoying a high level of independence

•Knowledge of ERP systems and B2B technologies including formats such as EDI and XML and communication protocols such as https, sftp or AS2

•Understanding of supply chains and best practices in various industries - core focus areas are high-tech, CPG, retail, automotive, life sciences, financial services and manufacturing

•Ability to travel on a regular basis

At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer.

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