Client Director

OpenText; United States; On-site; USD 133,000 - 199,000; Full time

Benefits offered by this job

Commissions

Travel opportunities

Job summary

OpenText is seeking a Federal Client Director to drive Professional Services sales, revenue, and client success within the US Public Sector. You will own all PS activities in your territory, shaping engagements, pricing, and delivery with cross‑functional peers.

You will be a trusted advisor to major US public sector accounts, lead the PS team, and collaborate with North America colleagues to hit bookings, revenue, and margin targets while promoting OpenText’s information management portfolio.

Qualifications

• University degree or college diploma with 10+ years IM/IT experience or equivalent.
• Experience selling Professional Services into the US Public Sector.
• Experience managing teams and direct reports; delivering on time and budget.
• Expertise in complex business and technical processes across the enterprise.
• Knowledge of OpenText product offerings and how to align to client needs.
• Ability to size opportunities using standard methodologies and draft budget estimates.
• At least two years closing engagements totaling $1M in annual fees.
• Experience selling to major US public sector accounts.
• Strong presence and communication skills with 10–15 years experience.
• Willingness to travel up to 3–4 days per week.

Responsibilities

• Drive professional services sales and revenue within US Public Sector.
• Own all aspects of Professional Services within territory.
• Develop and present proposals to clients; manage SOWs and contracts.
• Collaborate with peers across North America to meet bookings targets.
• Maintain opportunity status in Salesforce.com and CEM system.
• Lead client engagements and serve as trusted advisor.
• Coordinate with sales teams to maximize value and renewals.
• Provide leadership to the Professional Services team in response to RFPs.
• Present to C-level executives and advocate for services.
• Travel as required to client sites.

Skills

Public sector sales

Team management

Project management

Communication

OpenText products knowledge

Education

University Degree or College Diploma

Tools

Salesforce

Job description

Opentext - The Information CompanyOpenText 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.

AI-First. Future-Driven. Human-Centered.At OpenText, AI is at the heart of everything we do- powering innovation, transforming work, and empowering digital knowledge workers. We are hiring talent AI can't replace to help us shape the future of information management. Join us.

Your Impact

A Federal Client Director role at OpenText is more than a job-it’s an opportunity to drive meaningful impact for clients and the business. In this role, you will be responsible for Professional Services sales, revenue generation, and client success within the US Public Sector, while collaborating with peers across North America to achieve shared goals around bookings, revenue, margin, and client advocacy.

As Client Director, you will own all aspects of Professional Services within your territory, including driving services sales, supporting license and cloud opportunities, and ensuring successful solution implementation. You will serve as a trusted advisor to clients, strengthening relationships while positioning the full portfolio of Professional Services to maximize client value.

What The Role Offers

• Generating revenue opportunities by developing solutions for clients based upon Opentext products using creativity and the available tools.
• Aggressively pursuing a pipeline of opportunities to generate bookings meeting quarterly individual and territorial booking target expectations.
• Negotiating project deliverables/schedules/costing for services from external suppliers or other groups within Open Text.
• Regular and timely updating of opportunity status in our CEM system (Salesforce.com)
• Working with the sales team to generate revenue within existing accounts by proposing the full range of solution realization, enhancement, and operational services including updates, upgrades, customization to existing clients.
• Ensuring timely delivery and management of forecasted resource needs, opportunity forecasting, proposal/SOW writing and achieving required approvals, contract status using appropriate tools available.
• Understanding revenue forecasting and be able to report accurately on Quarterly revenue and bookings to Regional Vice-President.
• Providing leadership in promoting, identifying, recommending, and implementing improvements to any processes
• Managing as required the Professional Services team in writing responses to RFP's, identifying and tracking opportunities including the participation in Business Development synergy meetings to ensure client account activities are communicated internally to other Open Text stakeholders
• Sharing of constructive and successful strategies with peers and other colleagues to benefit the entire team.
• Presenting to and interacting with C-Level executives
• Selling Professional Services to public sector accounts.

What You Need To Succeed

• University Degree or College Diploma and/or relevant IM/IT experience (10+ years) or equivalent.
• Experience selling Professional Services into the public sector (State, Local, Federal and Education).
• Experience in managing teams and direct reports; ensuring objectives are met on time and budget.
• Expertise in complex business and technical processes and their implications across the enterprise. Knowledge of project management disciplines and processes.
• Knowledge of the Open Text product offerings and how to associate such to client's business requirements
• Ability to use standard methodologies to quickly evaluate and size an opportunity. Being able to quickly assemble business requirements to OT modules and provide an estimate for budgetary purposes.
• At least two years prior experience closing and directing engagements totaling at least $1 million in annual fees
• Have experience selling to and/or working for major corporations within the United States Public Sector
• Strong presence and confidence, exhibiting professional maturity, strong communication skills with at least 10 to 15 years working experience
• Solid work ethic with a willingness to ’do what it takes’ to meet client demands

Willingness to travel, at times, up to 3-4 days per week.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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 submit a ticket at Ask HR. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. As you move through the hiring process, we're happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

Salary Range: $132,800 - $199,200 plus commissions; Depending on the candidate's education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted.

California Residents:

The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions.

AI Usage Disclosure:

As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.