Senior Principal Solutions Consultant

Ref#: 20635

Function: Sales

Location: China, Beijing

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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:

Senior EIM Solutions Consultant (China)


Reporting directly to the Solution Consulting Director this individual will be responsible for leading the solution sale of strategic EIM opportunities, setting vision and direction within our key and focus named account base.


Working closely with the local team of Account Executives, Solution Consultants, Professional Services Consultants and strategic Partners you will be accountable for the analysis of the functional and technical solution of complex, multi-departmental EIM customer requirements, mapping these requirements upon the whole OpenText EIM product and solution portfolio, and for helping the customer visualize the value proposition by building out customized demonstrations of OpenText products and solutions.

You are great at:

Works on Greater China accounts within region as required by the company.

Enable and support the Account Executives for success by managing discovery, solution design, technical and architectural needs within the accounts. (including responding to RFI, RFP, RFQ, etc.)

Analyse complex customer EIM requirements. Pro-actively work with customers to identify business pains across departments which can be mapped together into an EIM solution brining tangible business value to the customer.

Identifies major pain points within the enterprise and presents back strategies to the customer which addresses the issues specifically.

Presents high level strategy and clearly communicates our value proposition to CEO, CFO, and other senior level executives.

Working in co-operation with Professional Services, architect customer EIM solutions based on OpenText and Partner products and solutions - often embedded in complex customer IT environments and strategies.

In response to the discovered pains and value opportunities, make appropriate solution claims and drive the proof of those claims for customer acceptance.

Maintains close working relationships with Value Engineering and Product Unit teams to ensure these complex and often highly customised solutions benefit both the customer and OpenText.

Able to manage the initial scoping and design of the solution, working together with Global Professional Services and the OpenText Partner community to achieve this.

Manages a ‘virtual’ technical pre-sales account team including members of Solution Consultancy, Professional Services and OpenText Strategic Partners to obtain the ‘technical win’.

Has superior knowledge around our competitors’ capabilities and uses solution selling techniques to communicate our solution’s business value.

Acts as a thought leader to both our customers and across the OpenText organisation.

What it takes:

Has a strong working knowledge of the core Enterprise Information Management product-lines.

Understanding and ability to articulate how the complete OpenText solution lines work together to provide business value within an EIM suite context.

Does whatever is necessary to keep knowledge and skills current in a rapidly changing environment.

Communicates complex concepts and issues effectively, selecting language, tone, and format perfectly targeted to the audience.

Fosters open communication and candid discussions with people at all levels of the organization, even on highly sensitive topics.

Expertly makes compelling presentations to sophisticated or difficult audiences.

Technically competent to achieve credible proof of the claims made to customers.

Is highly effective in communicating with industry executives, using their time to maximum advantage.

Excellent English language skills, written and oral.


Nice to have:

Knowledge of various SAP modules and business processes including FI, MM, SD, HR, Plant & Asset Maintenance and Project Systems. Up to date with latest, including S/4HANA & Fiori

Process know-how for SAP Financials and SAP Asset Management

Required experience and skills:

Minimum of 10 years relevant work experience in business and/or software sales environment.

Minimum of 3 years of relevant work experience in designing solutions

Bachelor’s degree in relevant field

Excellent solution selling and value based selling approach, with the ability to demonstrate complex concepts into customer issues, business models and IT solution strategies

Strong documentation and presentation skills

Knowledge of software industry relating to all aspects of EIM solutions

Ability to travel as required

Fluent in spoken and written Mandarin and English languages

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

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