Customer Relationship Manager

 

OPENTEXT 
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

 

THE OPPORTUNITY: 

 

We are seeking a Customer Relationship Manager to join our close-knit team and hold responsibility for the long-term growth, retention, and health of our most strategic customers. We work at the centre of a highly skilled, multidisciplinary customer facing team, ensuring OpenText delivers upon our customer’s strategic objectives. As a Customer Relationship Manager, you will define and execute revenue generating activities, operating with senior stakeholders and providing a bridge between our technical teams and customers.

 

As a Customer Relationship Manager you will take responsibility for the overall success of our customer’s digital journey and revenue growth for OpenText. You will manage complex negotiations and long term customer contracts, minimise cancellation and expand existing services.

 

In this quota carrying role, you will be rewarded with endless opportunity to manage enterprise solutions within industry leading brands, contributing to their growth strategies, and delivering upon the commitment they have made in OpenText as their digital partner.

 

YOU ARE GREAT AT: 

 

• Managing complex sales and renewal cycles, and negotiating multi-year enterprise cloud agreements.
• Driving and executing key governance activities to create long-term value to customers whilst mitigating risk and materially improving relationships - engagement with senior client staff up to C-suite.
• Championing the customer, ensuring satisfaction, and resolving problems and disputes.
• Negotiating with large stakeholder communities, managing services/software contracts and driving renewals.
• Maintaining high levels of customer retention and minimising contract cancellation.
• Partnering with Field Sales (Account Executives), Pre-sales, Professional Services, Deal Desk and Customer Support teams while upholding our strong reputation as market leader in Enterprise Information Management.

 

WHAT IT TAKES: 

 

• Experience of managing existing customer base, including the ability to forecast and execute revenue growth and reach new business targets.
• Proven success within a complex sales environment, or experience of driving growth within an existing portfolio.
• Knowledge of MEDDPICC or similar sales methodology would be helpful but is not required.
• The ability to build and maintain strong customer relationships while being accountable for customer satisfaction.
• Experience managing complex stakeholder environments, both internally and externally.
• Familiarity with different B2B technologies and the overall marketplace for such products and services.
• A successful track record of managing contract renewals and driving revenue opportunities within your portfolio.
• A good understanding of EDI B2B contracts, with good analytical abilities to extract value across existing clients within portfolio
• Knowledge of CRM applications including Salesforce desirable.
• Excellent communication and time management skills.