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ITOM Sr. Solutions Consultant (PreSales)
Position
Sr. Solutions Consultant
Background and Purpose
OpenText solutions create a measurable impact on customer’s business processes. Since they can significantly impact a customer’s bottom line and contribute to the realization of their strategies, they require a strategic and holistic view of the business. It is becoming increasingly important to demonstrate customer intimacy and stakeholder centricity in our execution.
The ITOM senior solutions Consultant's mission is to drive increased sales by helping prospects understand the potential value of an investment in OpenText solutions and guiding customers toward realizing that value.
The Sr. Solutions Consultant (SC) plays a key role in understanding the customer’s current IT ecosystem and strategy and building a holistic view of the OpenText solutions deployment as part of their digital transformation journey.
Job and Responsibilities
The Sr. Solutions Consultant (Pre Sales) is a senior-level professional, part of the ITOM Enterprise team inside the Presales community, capable of managing multiple engagements in complex environments and collaborating with many different stakeholders.
The SC's responsibilities include:
- Support corporate efforts to enable the sales teams and provide feedback about new developments in the field of IT Operations Management products (Enterprise Service Management, AIOPS, Observability, Network Operations, and Automation) and how recent trends and best practices can impact our business.
- Supporting the sales teams along the sales cycle from the discovery and qualification phase to the closing, ensuring internal alignment, and becoming a trusted advisor.
- Working with our customers to provide a consensus-based solution that is scalable, adaptable, and in synchronization with ever-changing business needs.
- Working closely with Account Executives to clearly communicate and sell the value and capability of OpenText’s™ IT Operations Management (ITOM) Products and Solutions.
- Developing technical demonstrations specific to customer requirements.
- Building and delivering proof of concepts.
- Assisting Account Executives in relationship management and developing technical sales information/tools.
- Interacting with Sales, Global Services, and Partners to create and finalize Solution offerings and initial Project delivery plans.
- Representing OpenText at Trade Shows and industry events.
- Participating in Territory/Account planning meetings.
- Identifying potential opportunities based on known technical requirements of customers.
- Scoping, creating, and delivering custom software presentations and demonstrations and driving synergies from similar experiences.
- Researching and completing technical RFx responses. Participate in the final review of the RFx response.
- Leading technical portions of design sessions. Document as-is and desired future state.
- Creating technical solution deliverables and delivering the presentation of the recommended solution.
- Leading the completion of Proof of Concepts (POCs) by scoping the technical requirements and creating detailed use cases for the evaluation. Conduct the evaluation per POCs’ requirements, coordinate the efforts of additional team members, lead the execution of the Use Cases, present the findings, and reiterate solution benefits.
- Analyzing data from various sources and synthesizing alternatives to create innovative solutions that will meet and evolve beyond current requirements.
- 5+ years of experience in a presale role selling enterprise software to business users or C Level, preferably in a SaaS/Cloud environment and/or IT experience related to IT Operations. Infrastructure (e.g., HPE, Dell), Virtualization (i.e. VMware, Red Hat), and containerization technologies (i.e. Docker, Kubernetes). VMware or Microsoft certifications are a plus (MCSA, MCSE, VCA or VCP).
- Experience with OpenText IT Operations Management offerings
- Certification in industry standard frameworks and/or best practices such as ITIL, eTOM, OSS/BSS, IT4IT, etc.
- Knowledge of the competitive landscape for IT Operations Management products
- Ability to build credible business cases, ROI/TCOs, and compelling proposals to our customers.
- Excellent understanding of the architectural principles for cloud-based platforms, including SaaS, PaaS, multi-tenancy, and automation.
- Demonstrated understanding and certification of one or more (AWS / Google Cloud Platform /Azure).
- Solid presentation skills.
- Time management and prioritization skills
- Problem-solving techniques
- Strong qualification skills
- Customer service orientation
- Team player with strong communication and collaboration skills
- Sharing and global mindset
- Self-motivated, committed to excellence
If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us [email protected]. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.
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