Manager Solutions Consulting - Canada

Ref#: 23885

Function: Sales

Location: Canada, ON, Richmond Hill

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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 opportunity:

Reporting directly to the Enterprise Business Unit VP of Solution Consulting NA, this individual will be responsible for leading the solution and technical sales cycles within the Canadian Sales region. He/she will be responsible for a team of solution consultants and their efforts to help drive sales revenue by working with customers and prospects to resolve their business problems. The emphasis of the Solution Consultant Director is as much focused on leadership and sales skills as on technical skills.

You are great at:

• Recruiting, developing and leading the Canadian Region Solution Consulting team, providing the necessary support and leadership to achieve both corporate and regional business goals. Ensuring the skill sets of the team encompass the necessary variety of consulting skills to meet the needs of the sales & customer segmentation models
• Equipping and monitoring the team to ensure that they can position, demonstrate and talk to the value of implementing an OpenText EIM solution. Ensuring everyone can confidently explain the benefits of the OT EIM suite and maintain a high degree of excellence (business, market, competitor and technical knowledge) in their solution specialism (ECM, CEM or SAP).
• Working with Sales to qualify opportunities and mitigate risks. Working proactively with periphery departments (GS, Products, etc.) to reduce the risk of a deal being lost due to product issues
• Working closely with the Sales leadership of the region to understand business goals and ensure the focus and management of the Solution Consulting team to align with these goals
• Taking personal ownership of the top 5 deals each quarter
• Leveraging new and existing data sources (SFDC) to develop ROI metrics and reporting for both operational and Sales Management use to ensure the performance and direction of the team are in line with corporate and regional revenue goals
• Managing team performance, ensuring the retention of key team members and management of under-performing team members
• Providing peer support and enablement to the Partner community
• Travelling within assigned region and to company/industry events as required
• Having superior knowledge around solution selling techniques to communicate our solution’s business value
• Maintaining close working relationships with Strategic Architecture, Value Engineering and Product Unit teams to ensure our complex and often customized solutions benefit both the customer and OpenText
• Acting as thought leader within the Solution Consultant organization
• Working proactively with the AE and partner community as appropriate to develop EIM value propositions for individual customers and particular sectors

What it takes:

• 8+ years direct software (or related) pre-sales support experience
• Minimum of 5 years of managing teams
• BS degree (or equivalent experience) in Computer Science or related
• Knowledge of software industry relating to all aspects of EIM solutions
• Ability to travel as required
• Ability to present to VP/C level audiences effectively
• Selling skills, ability to listen, knows when to talk technology and when to talk business value
• Knowledge of various EIM technologies and business processes
• Must convey a high level of personal integrity and a passion for excellence with strong inter-personal communication skills

At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of sex, national origin, disability or race. If you require accommodation at any time during the recruitment process please email

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