Client Director (Public Sector / Soe)

Opentext; Johannesburg; On-site; USD 60,000 - 90,000; Full time

Job summary

A leading company specializing in information management is looking for a Client Manager to drive business development and sales in the Public Sector. The successful candidate will leverage their commercial acumen and project management skills to manage client relationships, negotiate contracts, and drive revenue, playing a key role in OpenText's mission of digital transformation.

Qualifications

• Proven success in selling Professional Services.
• Advanced contract negotiation experience at CxO level.
• Experience managing sales process with deals of at least $2M annually.

Responsibilities

• Developing trusted relationships with Product Salesforce.
• Driving services business development strategies.
• Managing pre-sales activities for consulting opportunities.

Skills

Business development

Commercial acumen

Project Management

Sales negotiation

Solution Selling

Education

University or Applied Sciences degree

Job description

OPENTEXT - THE INFORMATION COMPANY

OpenText is a global leader in information management, where innovation, creativity, and collaboration are key components of our corporate culture.

As a member of our team, you will have the opportunity to partner with highly regarded companies worldwide, tackle complex issues, and contribute to projects shaping the future of digital transformation.

AI-First.

Human-Centered.

At OpenText, AI is central to everything we do—powering innovation, transforming work, and empowering digital knowledge workers.

We're hiring talent that AI can't replace to help us shape the future of information management.

The Opportunity : OpenText Professional Services enables our customers to realize ROI from their investment in OpenText Enterprise Information Management (EIM) products.

Services include implementing solutions based on OpenText products, including development and support of custom solutions.

The Client Manager works closely with the customer account team—Sales, Technical pre-sales, Value Engineering, and other OpenText leads—providing value-added services related to solution realization, learning, managed, and cloud services.

The role also involves liaising with and brokering relationships with OpenText partners and contractors for project-specific and general collaborations. The Client Director is responsible for revenue generation and customer success for assigned clients, supporting peers to meet revenue, margin, and reference goals.

Ideal candidates will have a business-focused technology background, experience with both users and technicians, commercial acumen, and sales environment knowledge. Service project experience is important.

This role is both sales and delivery-focused, with team sales and revenue targets. You will be the primary contact for new business opportunities within your sectors.

What the role offers:

• Developing trusted relationships with our Product Salesforce to involve Consulting in sales opportunities.
• Driving services business development strategies.
• Developing, presenting, and closing proposals for professional services, including RFP responses.
• Managing pre-sales activities for consulting opportunities.
• Creating a pipeline to meet quarterly bookings targets.
• Ensuring timely delivery of SOWs, approvals, and managing contracts and invoicing.
• Leading commercial negotiations of services contracts with clients and suppliers.

What you need to succeed:

• University or Applied Sciences degree with relevant IM/IT experience.
• Proven success in selling Professional Services into the Public Sector and State-owned enterprises.
• Project Management Professional Certification is a plus.
• Advanced contract negotiation experience at CxO level.
• Experience managing the entire sales process, including legal implications, with deals totaling at least $2 million annually.
• Experience in Solution Selling, Business Case Modeling, and Cloud/Hyperscaler solutions.
• A strong track record of delivering services solutions to large enterprise accounts.

OpenText's efforts to build an inclusive work environment go beyond compliance. Our Employment Equity and Diversity Policy promotes an inclusive workplace regardless of culture, origin, race, gender, orientation, age, veteran status, disability, religion, or other protected categories.

If you need assistance or accommodations during the application or recruiting process due to a disability, please contact us.

Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.