Principal Solutions Consultant

**OPENTEXT - THE INFORMATION COMPANY**

As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management.
- We are the leader in EIM, for cloud, off-cloud and hybrid deployments, offering the only complete solution for providing a comprehensive view of all the information within the organization._

Information Management organizes, integrates and protects data and content as it flows through business processes across and outside the organization. With Information Management, organizations can simply and securely capture, govern and exchange information to use it to its full potential.

Reporting directly to the Solution Consulting Manager, this individual will be leading the solution sale for strategic EIM opportunities, setting vision and direction within our key and focus named account base. The area of focus will be on architecting an end-to-end EIM landscape for the identified accounts, encompassing the vertical/industry needs and supporting the internal and external stakeholders throughout the engagements. This will involve analysing complex customer requirements and providing a compelling, unique value propositions to the customer, which leverages multiple solutions from the OpenText EIM suite.

Working closely with the local teams of Account Executives, fellow Solutions Consultants, Professional Services Consultants and strategic Partners, you will be accountable for the analysis of the functional and technical needs of complex, multi-departmental requirements, mapping these requirements against the OpenText EIM solutions portfolio, and helping customers visualize the benefits we provide. By pitching the value propositions, generating comprehensive proposals, building out customized demonstrations with OpenText solutions, etc., you will be designing impactful solutions and experiences that cross disciplines, bring together people and technology.

**Main Responsibilities and Tasks**:

- Work on nominated South East Asia (SEA) accounts, and support neighbouring regions within Asia-Pacific as and when required
- Enable and support the Account Executives for success by managing discovery, end-to-end solution design, technical and architectural needs within the accounts (including responding to RFI, RFP, etc.)
- Analyse complex customer EIM requirements and translate the requirements into solutions addressable by our software platform - this includes pro-actively working with customers to identify major business pains across the customer’s organization, providing resolutions and surfacing tangible business values for the customer
- Develop aligned strategies (low hanging, high value, forward-thinking) with the customer, for mid-level and C-level consumptions and acceptance of the overall value propositions
- Be a trusted advisor and a thought leader to our customers, partners and across the OpenText organisation
**Desired Capabilities**:

- Has a strong working knowledge of Enterprise Information Management (EIM) solution lines, with the ability to articulate how the complete EIM solution lines work together, architecting a complete EIM offering which showcases the business values the suite offers, for the customer’s current and future needs
- Has the domain knowledge & experience in in cloud-related technologies, ECM & content services generally, capture/OCR-related technologies, business processes automation and low-code development solutions
Has the ability to communicate complex concepts and issues resolutions (problem-solving) aggressively and effectively, selecting language, tone, and format perfectly targeted to the audience/stakeholders, showcasing the skills to make compelling tailored presentations to get the buy-in from the abovementioned audience/stakeholders
- Has the technical competency to research, develop, showcase and articulate, through comprehensive presentations, high-quality demonstrations and POCs, the amalgamate perspective of the overall EIM suite, closely working together with the extended teams
- Is intrinsically curious, passionate and driven to be constantly up to date with the necessary knowledge/skills on current and emerging technologies, and in developing innovative solutions, for a rapidly changing environment and evolving customer demands
**Required Experience and Skills**:

- Minimum of 10 years of relevant work experience in business and/or software sales environment, and minimum of 5 years of relevant work experience in solution suite architecting
- Bachelor’s Degree in relevant field(s)
- Solution & value-based selling experience, with the ability to demonstrate complex EIM concepts into customer needs, business models and IT solution strategies, supported with strong communication, presentation and documentation skills
- Knowledge of software industry relating to all aspects of EIM solutions, with prefer