Principal Solutions Consultant

Micro Focus (now OpenText) is one of the world’s largest enterprise software providers. We deliver mission-critical technology and supporting services that help thousands of customers worldwide manage core IT elements of their business so they can run and transform—at the same time.

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 part of the Open Text Sales Team for West Europe, you will work closely together with a blend of local Account Executives, Partner Managers, Solution/Business, Global Services Consultants and strategic partners (e.g. SAP, local SIs) throughout the sales cycle.

The Solutions Consultant is a core member of the OpenText sales team, working together to identify and develop revenue opportunities within the OpenText Customer and Prospect base. This will involve analysing complex customer requirements and providing a compelling, unique value proposition to the customer, which leverages one or more solutions from the OpenText suite.

The Solutions Consultant is responsible for helping the customer visualize the value proposition by building out customized demonstrations of OpenText products and solutions and delivering technology and business level presentations to technical, business and management-level audiences.

You are great at:

• Presenting solution to the technical and C-level executives in person and virtually.
• Leading by example and scoping the solution requirements of customers and prospects.
• Articulating the value of OpenText DevOps Cloud (ADM) solutions to meet the customer’s needs.
• Building trust and credibility of the solution experience through a strong background of successful customer implementations.
• Presenting compelling business cases to customers for technical, business and C-level audiences.

What you will be doing:

• Qualify opportunities for ALM Octane, Functional Testing, Performance Engineering and Value Edge platform. Please note these solutions are part of Application Delivery Management (ADM) portfolio.
• We offer most of our solutions on Cloud and hence working on lift and shift engagements from On-prem to cloud solutions across the product stack.
• Develop sales leads working with our Install base customers and provide expert discovery and analysis of customer business and technical requirements.
• Architect solutions based on OpenText capabilities that will secure the customers’ business case and investment decision.
• Present and demonstrate both OpenText solutions as well as compelling business cases to customers for both technical and c-level audiences.
• Win projects by helping our customers understand why OpenText solutions are the best choice to help them meet their goals.
• Create and deliver written solution proposals and presentations to clients including responses to RFPs/RFIs/RFQs.
• Provide on-going technical support to well-qualified prospects conducting evaluations. This may include coaching, proof of concept support, live demonstrations, troubleshooting, and best-practices consulting.
• Work closely with solution definition and implementation teams to scope and document projects and estimates for proposals. Ensure smooth transition from sales to solutions implementation.
• Work closely with solutions sales and sales management to establish in depth account plans and strategies. Work with marketing and sales on competitive intelligence, sales collateral, and solution positioning.
• Maintain solid knowledge of OpenText solutions (mentioned above) as well as technical, market and industry knowledge.
• Maintain positive working relationship with all other OpenText areas.
• Provide technical leadership and mentorship to peers and your direct reports.

Experience and Education:

• At least 5 years experience in enterprise Application Delivery Management (ADM) or equivalent technology, with proven presales ability to understand and analyze prospects needs and identify, develop and present appropriate solutions in a on or off cloud environment.
• Understanding of SDLC and its related best practices in the industry.
• Excellent customer relations including written and verbal communication skills in English and local languages.
• Experience developing and presenting clear and concise messages to both technical and business prospects.
• Ability to travel
• B.S. or equivalent degree in Computer Science, Engineering or a related field.

Micro Focus’ (now OpenText) efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at [email protected].