Client Director- Professional Services Sales Public Sector

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

Benefits offered by this job

Comprehensive benefits package

Bonus or commissions eligible

Vacation entitlement and paid time off

Job summary

OpenText is seeking a Client Director to drive Professional Services sales within the US Public Sector. You will own services delivery, pursue license and cloud opportunities, and ensure successful implementations while building strong client relationships.

You will be a trusted advisor to clients, coordinating with peers across North America to maximize bookings, revenue, and client value, with a focus on complex programs and enterprise-scale programs.

Qualifications

• University Degree or College Diploma and/or relevant IM/IT experience (10+ years)
• 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 Open Text product offerings and how to map to client requirements
• Ability to size opportunities using standard methodologies and OT modules
• At least 2 years closing/directing engagements totaling $1M+ in annual fees
• Experience selling to US Public Sector customers
• Willingness to travel up to 3–4 days per week

Responsibilities

• Own all aspects of Professional Services within your territory
• Drive services sales and support license/cloud opportunities
• Build trusted advisor relationships with clients and maximize Open Text value
• Lead RFP responses and coordinate with Business Development
• Manage forecast, resources, and approvals for service engagements
• Present to C-level executives and influence decisions
• Collaborate with North America teams to improve bookings and revenue

Skills

Public sector selling

Team management

Solution selling

Requirements gathering

Budgeting & forecasting

Client relationship management

C-level communication

Education

Bachelor's degree or higher in a relevant field

Job description

OPENTEXT - THE INFORMATION COMPANY

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.

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 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

ONE LAST THING

OpenText is more than just a corporation, it's a global community where trust is foundational, the bar is raised, and outcomes are owned. Join us in shaping the future of content management solutions. and be part of our exciting journey at OpenText!

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 contact us at [e-mail]. 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. A summary of those benefits can be found on our Why Join Us page. 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; 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.