Proposal Specialist

at  OpenText

OPENTEXT

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.

EDUCATION AND EXPERIENCE REQUIRED:

• First level university degree or equivalent experience; advanced university degree preferred.
• Typically, 3-5 years of experience in Deal Desk role, or similar role, for a Corporate (international) Software company.
• A clear interest and understanding of the Software accounting guidance as well as the “most negotiated Software Legal terms” is a (big) plus.

KNOWLEDGE, SKILLS, AND BEHAVIOURS:

• Excellent communication skills in English (e.g., written, verbal, presentation).
• Additional language skills (preferably German or French) are a big plus.
• Expert knowledge and skills with business applications Excel, Word, PowerPoint, Salesforce
• Advanced understanding of internal business processes and policies.
• Solid Software business acumen and understanding of Software accounting concepts.
• Experience in delivering high quality guidance against challenging timelines
• Genuine team player.
• No 9 to 5 mentality, especially at peak moments (during quarter end periods).
  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 hr@opentext.com

RESPONSIBILITIES:

• Act as a project manager for complex medium to large Sales Quotations/offers for on-premise licenses (perpetual and subscription) and Cloud opportunities.
• Advise sales teams in Europe, Middle East and Africa (“EMEA”) on complete contractual paperwork for correct revenue accounting and to follow internal processes procedure.
• Manage the day to day opportunity approval process, meet with sales teams and communicate with cross-functional stakeholders to articulate the deal value in a consistent manner.
• Work together with the sales teams to prepare revenue analyses (what-if scenarios) and recommend operational improvements to ensure compliance with accounting rules, internal policies and to maximize profitability and revenue for OpenText.
• Focal point between business units, sales teams, revenue recognition team, legal, order fulfilment, local financial management and general management.
• Enablement of sales population and other relevant OpenText teams on new guidance around revenue recognition, specific processes and accurate company policy.

DAILY TASKS:

• Manage software opportunities generated by the sales teams for both new licenses and Cloud deals as well as contract renewals and issuing approved proposals.
• Build and draft proposals and draft contracts for software offerings respecting the internal guidelines and procedures.
• Facilitate the necessary approvals needed for the negotiated offerings.
• Ensure and follow up approvals of assigned deals are obtained.
• Complete contract paperwork considering revenue accounting guidelines and Software legal terms.
• Develop and maintain business control processes according to revenue recognition, opportunity management, solution design & delivery including pricing and proposals, as per corporate policies.
• Communicate and educate Software sales teams (and other stakeholders) on updates regarding pricing, policies, revenue treatments etc.
• Focal point to escalate specific customer requests on pricing, offerings, terms & conditions.