Principal Business Value Consultant

Ref#: 23388

Function: Sales

Location: Sweden, Stockholm

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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. #LI-POST

The opportunity:

This is a position which is best described as a mix of sales, management consulting and finance within the umbrella of a global, premier software brand. Business Value Consulting team members will work on multi-million dollar deals and build expertise across industries and functions. The VA role is an opportunity for someone with consultative business analysis skills to have an impact on large enterprise software transactions. It represents a unique bridge from the world of business analysis to the critical function of Sales.

You are great at:

The Principal Value Analyst is a senior management level professional, capable of managing the various aspects of sales transformation and able to lead multiple engagements in complex environments and multiple constituencies. The VA responsibilities include:

•Driving the development and supporting the implementation of a comprehensive field sales value based selling program
•Designing tools and deliverables to help penetrate enterprise customer accounts, including Business Capability and Retrospective Studies and Outside-In Analyses
•Being the trusted adviser to OpenText customers and prospects including high level executives. This leader will present to help customers and prospects understand the value of a proposed World Class OpenText solution
•Maintain a strong understanding of the broad OpenText technology portfolio at a level sufficient to understand and communicate “the art of the possible” in terms of business process and Enterprise Information Management (EIM)
•Helping customers identify and measure key performance indicators (KPIs) that should be monitored to improve the value received from OpenText products and services
•Develop high quality business transformation studies that document success, both quantitatively and qualitatively, that can be used to provoke sales opportunities with new prospects. The ideal candidate will have core knowledge to evaluate, drive, and present ROI for customers and clearly articulate how the OT solutions will drive down TCO for our solutions
•Designing and delivering C-level engagements and strategy enablement workshops to create a common and compelling vision
•Proactively maintain customer intimacy by working post sales with customers for best practices in the implementations of applications and value achieved, feeding the information back to the Business Value Consulting practice and organization
•Conduct industry research and develop financial analyses for prospects
•Assist with building the practice by contributing reusable tools and templates, which can be leveraged to increase innovation and improve quality

What it takes:

•MBA or equivalent work experience expected. Track record of relevant experience in sales / business development or management consulting in the high-tech space is preferred
•Knowledge of enterprise applications and related processes including ERP, CRM, HCM, etc
•Capable of establishing immutable credibility with customer executives and project teams
•Experience with development of business cases that include benefits, ROI Analysis, Total Cost of Ownership and Competitive Analysis, Risk Management, Implementation road map and Business Transformation Strategies
•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 minimize their “overhead” in leveraging our services
•Absolute comfort 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 and/or EIM improvements / possibilities
•Full understanding of strategic consulting methods, engagement, and best practices to achieve consistent results
•Executive engagement, facilitation, and public speaking techniques and experience
•Significant sales achievements in connection with projects, products and/or services
•Record of building strong customer relationships and customer contacts (executive access and effective offer positioning)
•Must have exceptional written and oral communication skills
•Strong quantitative and analytical skills including knowledge of financial statement analysis and modeling
•Strong attention to detail and focuses on quality of analysis

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

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