Services Sales Manager

About the company

OpenText Public Sector Solutions (OTPSS) is a wholly owned subsidiary of OpenText Corporation, specializing in enterprise content management solutions for government agencies and public sector organizations. We focus on delivering products and professional services to the Department of Defense and Intelligence Community, helping customers manage and secure digital information while supporting compliance and operational efficiency.

About the Role

We seek a Services Sales Manager for our Professional Services division to drive sales of consulting services that complement our core products. The ideal candidate will have experience in technology consulting services sales within the federal sector and demonstrate strong business development skills.

Key Responsibilities

• Sales Strategy Execution: Support implementation of sales strategies aligned with company goals. Monitor market trends and customer needs to identify opportunities. Collaborate with Product sales team on account planning for solution-based deals.
• Business Development: Identify new opportunities by researching customer segments, scenarios, and use cases. Build pipeline with OpenText product sales team. Support joint product and services sales. Participate in networking and lead generation activities. Manage full sales cycle to meet targets.
• Client Relationship Management: Develop and maintain strong customer and partner relationships. Support senior team members in managing key accounts. Build trusting relationships with customer stakeholders.
• Proposal Development: Contribute to preparation of proposals, contracts, and bid specifications. Support deal pricing and estimations. Work with leadership on negotiating terms and securing agreements.
• Cross-functional Collaboration: Partner with product teams to understand offerings and position professional services. Coordinate with project management and delivery teams on client expectations.
• Sales Performance: Take ownership of assigned sales goals and quotas. Maintain accurate sales forecasting and CRM records. Report on pipeline development and deal progression.
• Customer Engagement: Support value engineering discussions to demonstrate OpenText value. Help evaluate customer needs and develop use cases using OpenText solutions.

Role Expectations

• Active Prospecting: Execute weekly outreach campaigns (cold calls, emails, LinkedIn) to generate a consistent volume of qualified leads. You will be measured on activity metrics (e.g., calls per week) and lead conversion rates.
• Joint Selling: Actively collaborate with OpenText Product Account Executives. Attend pipeline calls, conduct joint account mapping, and identify service attach opportunities on product deals.
• Self-Sourcing: Unlike roles that rely on inbound leads, you are expected to self-source new opportunities to maintain a healthy pipeline coverage ratio.
• Sales Process Discipline: Manage deals through the standard sales stages (Discovery, Scoping, Negotiation) with accurate data entry in the CRM.
• Relationship Expansion: Move beyond initial contacts to establish relationships with decision-makers. You must demonstrate the ability to convert a “contact” into a documented business opportunity.

Required Experience & Qualifications

• Bachelor’s degree or equivalent experience
• 4-5 years of sales experience in technology consulting services with track record of meeting/exceeding targets
• Experience in technology professional services sales or related B2B sales
• Understanding of sales principles and customer service practices
• Ability to work creatively and analytically in meeting customer needs
• Proficient in CRM software and Microsoft Office
• Strong communication, presentation, and developing negotiation skills
• Ability to work independently and collaboratively in fast-paced environment
• Ability to obtain US Government security clearance

Preferred Qualifications

• Consulting services sales experience in a product-based company
• Familiarity with enterprise systems including document management, case management, and records management
• Awareness of compliance and security standards across enterprise IT landscape
• Experience supporting federal government accounts, particularly DoD or Intelligence Community

Why Join Us

We offer competitive salary, commission structure, and benefits package. You’ll join a dynamic, innovative team committed to excellence and passionate about our products, solutions, and clients. Our culture promotes growth and learning with continuous training and development opportunities.