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

Your Impact

As a Professional Services Lead Sales Consultant, you will act as a trusted advisor, collaborating with clients to define strategic transformation initiatives and develop tailored solutions. You will lead deal teams, drive proposal development, and ensure seamless handover to delivery teams. The role requires strong consulting expertise, technical knowledge, and the ability to engage with CxO-level decision-makers. The Lead Sales Consultant operates as the technical and solution authority across the full sales cycle — from early customer engagement through deal scoping, proposal development, and delivery handover — working in continuous partnership with the Client Director (CD), who holds commercial ownership and decision-maker relationships. The LSC leads solution design, ROI and Business Value Case (BVC) analysis, and co-owns the Proposals & Statement of Work (SOW), briefing the CD ahead of every negotiation session to ensure technical and commercial positions remain aligned.

You are great at

• Deal Qualification & Strategy — Qualify and risk-assess opportunities alongside the Client Director and Account Executives, applying cross-country and cross-solution insight to sharpen competitive positioning.
• Solution Development & Value Proposition — Lead solution design and value proposition development, validating technical feasibility against customer business objectives through scoping, workshops, and proof-of-concept support.
• Deal Team Leadership & Proposal Development — Lead the deal team and co-own the SOW with the Client Director, driving effort estimation and ROI/BVC analysis.
• Customer Engagement — Establish trusted, technically credible relationships with CxO-level decision-makers, serving as the deal team’s solution authority throughout the sales cycle.
• Commercial Alignment — Brief the Client Director ahead of every negotiation session, ensuring technical and commercial positions are aligned before the customer-facing conversation proceeds.
• Governance & Compliance — Maintain the compliance matrix through deal close and contribute to contract terms from a solution feasibility perspective, ensuring pursuit activity meets internal governance requirements.
• Delivery Handover — Lead the pre-sales-to-delivery transition and stay engaged post-handover, reviewing and evolving the solution roadmap against delivery outcomes

What you need to succeed

• Deep working knowledge of the relevant product portfolio, sufficient to design, validate, and defend a solution architecture without specialist escalation for routine scoping.
• 10 years + expertise in solution architecture, IT strategy, and business consulting.
• Cross-portfolio fluency — able to scope solutions spanning multiple product lines rather than a single offering.
• Effective cross-functional operator — works fluently with Account Executives, Client Directors, Project Managers, Solution Architects, Practice Leaders, Product Management, and R&D
• Can lead a multi-disciplinary deal team without formal line authority over its members, using influence, clarity of timeline, and credibility to hold the pursuit to deadline.
• Strong proposal and SOW construction skills, including effort estimation discipline and defensible ROI modelling.
• Negotiation support skills — can brief a Client Director sharply and anticipate where commercial and technical positions may conflict.
• Demonstrated record of developing and closing large-scale deals, including experience working with international and enterprise-level clients.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of 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 [email protected]. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.