Senior Solutions Consultant - Enterprise Content Services

Ref#: 28266

Function: Sales

Location: Italy, Rome

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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:

As a core member of the OpenText sales team, the Solution Consultant works closely with the team of Account Executives, Solution/Business Consultants, Services Consultants and Strategic Partners throughout the sales cycle, to identify and develop revenue opportunities within the OpenText Customer and Prospect base. With our local vertical focus, you will be joining a focussed team so your knowledge and experience working across industries will be important to communicate sector specific value to our customers and to help influence our go-to-market and vertical solutions.

This role is responsible for understanding market trends within the Public Sector or Transportation industry in Italy, analysing complex customer requirements and providing compelling, unique value propositions to the customer, which leverages solutions from the OpenText EIM suite.  

You will visualise the value proposition by building out standard or customised presentations of OpenText products and solutions and delivering technology and business level presentations/and or demonstrations to technical, business and management-level audiences.

You are great at:

•Working closely with Account Executives to clearly communicate and sell the value of Open Text’s solutions offerings to clients and prospects.
•Assisting Account Executives in relationship management, sales strategy and tactics, and technical sales information/tools development.
•Brainstorming sessions with clients on using various Open Text technologies in combination with industry solutions to solve real-world problems.
•Able to work with/drive a community of other Public Sector Solutions Consultants to share knowledge across a broader team.
•Preparing and delivering product and solutions presentations involving a combination of technologies to a mixed audience of technical, operations, and management staff.
•Developing technical and value-based demonstrations specific to customer needs.
•Responding to and managing the RFI/RFP process by documenting the solution technical details and overall architecture.
•Organising and conducting Proof of Concept evaluations and Pilot projects.
•Interacting with sales, services and partners to create and finalise solution offerings and initial Project delivery plans.
•Representing OpenText at industry trade shows and events.
•You will participate in sales account planning and sales strategy development with Account Executives and Program Managers.
•Furthermore, you will serve as the company liaison on specific technical projects with customers.
•Experience in Public Sector or Transportation industries is desired.

What it takes:

•Track record of relevant work experience in business and/or software sales environment, ideally a strong pre-sales experience of 5 years+.
•Prior and current technical expertise in web technology and the ability to learn new technology.
•Ability to interact comfortably with technical resources and respond confidently to technical questions
•Experience in Public Sector or Transportation industries is desired
•A strong presence and exceptional communication and presentation skills.
•Excellent solution selling- and value-based selling approach.
•Solid skill level in multiple product areas of Enterprise Information Management, for example:
◦OpenText Content Suite or Documentum, IBM FileNet or IBM Content Manager, Alfresco, Box, M-Files, Pega, Appian, Mendix, etc.
◦SAP, SuccessFactors, Workday, MS Dynamics, Salesforce, etc
◦Solid working knowledge of Cloud computing strategies, business models and issues

•Ability to work as part of a dynamic and distributed team.
•Ability to travel as required

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

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