Senior Solution Consultant

Ref#: 27471

Function: Sales

Location: France, Paris

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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:

Our typical customers are global leaders in retail, CPG, automotive, high tech, life science, manufacturing of financial services industry with an increasingly complex systems infrastructure, spanning across internal, legacy systems and cloud-based applications. One of the recurring key challenges to their competitiveness and success is their ability to integrate these systems, manage and govern the data in order to gain meaningful insight to make business critical decisions.
Role
• Assists our customers in their B2B & A2A exchanges transformation in general or in relation with their integration of newly acquired business units as well as divestitures
• Supports Account Directors, Account Executives, and Customer Managers with ongoing sales initiatives and expansion of the OpenText Business Network services portfolio
• Leads the technical qualification, the solution design and the project proposal phases of the sales process by qualifying opportunities for B2B, A2A, iPaaS and Data Management services in alignment with the OpenText Business Network services portfolio
• Provides expert discovery and analysis of customer business and technical requirements by identifying business “pains” or opportunities, currently not well addressed, that could be better addressed through improvements to business process or services enabled by OpenText technologies
• Consults with customers on business process improvements and new technology initiatives sustainable with OpenText solutions
• Works closely with Product Managers, Architects, Implementation & Delivery teams to scope and document projects and estimates for proposals. Ensures smooth transition from sales to solutions implementation and operations
• Architects solutions based on OpenText capabilities, that will secure the customers’ business case and investment decision
• Creates new business cases and ROI plans in cooperation with the customer stakeholders in order to further the OpenText portfolio in use by the customer in order to construct compelling, easy-to-understand cases for investment
• Presents and demonstrates both OpenText solutions as well as compelling business cases to customers for technical and c-level audiences
• Creates & delivers written solution proposals and presentations to clients including responses to RFPs/RFIs/RFQs
• Provides on-going technical support to well-qualified prospects conducting evaluations. This may include coaching, proof of concept support, live demonstrations, trouble-shooting, and best-practices consulting
• Maintains a strong understanding of the broad OpenText technology portfolio at a level enough to understand and communicate “the art of the possible” in terms of business process and solution support
• Territory is France & Southern Europe
• Travels on an occasional basis (10-15% of the time)
• Reports to the French Solutions Consulting Manager

You are great at:

• Strong knowledge in B2B and/or A2A data integration & management as well as Supply Chain business processes (including supported message types), ideally across several industries including retail, CPG, automotive, high tech, life science, manufacturing and financial services
• Profound “customer curiosity” – a natural interest in the customers’ business and business environment and a willingness to research judiciously, efficiently and effectively on these topics, to assure client “literacy” and minimise their “overhead” in leveraging our services
• Rapid assimilation of new technology concepts and their business applications and, inversely, rapid assimilation of new business processes and their impacts of existing technologies
• Willingness to provide the customer with leadership, not just advice on options, recognising the different needs of individuals at different levels and in different functions
• Highly effective in communicating with industry executives, using their time to maximum advantage
• Fosters open communication and candid discussions with people at all levels of the organization (both internally & externally), even on highly sensitive topics
• Must be able to simplify and abstract complex concepts and issues effectively, selecting language, tone, and format perfectly targeted to the audience, including addressing to a business audience complex technology pitch
• Expertly makes compelling presentations to sophisticated or difficult audiences
• Comfortable in a variety of customer interface scenarios – audiences of varying sizes and compositions, presenting formally, facilitating or in less formal meeting scenarios – and “good on their feet”, able to handle objections, disruptions or other unexpected inputs with confidence and aplomb
• Ability to develop a strong working knowledge of the core Open Text Business Network product lines
• Comfortable in leading internal discussions with Product Managers, Architects, Implementation and/or Delivery teams to gather information, design a solution or convince about a new solution you are contemplating

What it takes:

• Minimum of 8 years of experience in sales, pre-sales, consulting or delivery role, preferably in B2B and/or A2A services
• Experienced in consulting with customers at all levels from operational staff to CxO
• Proven ability to understand and analyse customers’ needs and identify, develop & present appropriate solutions
• Experienced in architecting B2B exchange models & A2A integration patterns including cloud to cloud services paradigms
• Knowledge of B2B and data integration technologies including solutions such as Managed Services and iPaaS; formats such as EDI, SAP including HANA, and associated XML; and protocols like AS2, X.400, and SOAP/REST
• Conceptual understanding of different ERP systems and integration including SAP, Oracle, Infor, Microsoft and others – both prem and cloud
• Experienced in services models on a global basis that includes service level agreements (SLA), operation level agreements (OLA), services governance, data centre operations, ongoing customer management and change management.
• Excellent customer relations including written and verbal communication skills
• Proficient in French and English – one other language such as Italian or Spanish would be an advantage
• Team attitude while enjoying a high level of independence.
• Proficiency in Microsoft Office including Visio.
• Bachelor or equivalent degree in Computer Science, Business Administration or Data Science

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

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