Client Associate (Professional Services Sales)

Job title:

Client Associate (Professional Services Sales)

Company

OpenText

Job description

OPENTEXTOpenText 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
The Client Associate role sits inside the new Professional Services Demand Hub, OpenText’s growth engine for re-engaging thousands of existing customers and activating new services pipeline. Reporting to the Demand Hub Director in Professional Services Sales, the Client Associate executes high-touch multi-channel outreach aligned to data-driven outbound plays, qualifies opportunities, and closes smaller fixed-fee service packages while seamlessly handing larger deals to Services Sellers. The role blends classic inside sales motion with consultative services knowledge to spark incremental bookings and customer adoption. Success is measured by qualified pipeline, packaged service bookings and contribution to overall services revenue.
Client Associates are comfortable reaching to customers (calling, emailing & engaging via social media, etc.). It is important that you have a basic understanding of B2B lead generation, business development, selling, and administrative tasks.
This is a role that offers a strong introduction and foundation for a future role in Professional Services Sales, pre-sales, solution consultancy or management with a global software organization. You will receive a best-in-class onboarding and continuous on the job coaching and personalized development to support your professional growth.WHAT THE ROLE OFFERS

• Targeted outbound plays: This role will act as a trusted business advisor and build customer relationships via outbound telephone calling and the use of email, social media and video engagement. Customer outreach will be aligned to fiscal-year growth programs (e.g., version-upgrade triggers, recent software purchases, pain signals like support tickets).
• Lead qualification & routing: Apply qualification methods to score interest, budget, timing; create / update opportunities in CRM system (Salesforce); pass complex opportunities to senior sales representatives.
• Transactional deal closure: Quote and close low-complexity sales deals using packaged services (essential consulting for modernization and value expansion, learning subscriptions, etc.) up to an agreed complexity and value cap.
• Pipeline management: Maintain a 4-x coverage ratio of qualified pipeline, provide weekly forecast updates, and track conversion metrics using reporting tools (Salesforce, Power BI, etc.).
• Account research & whitespace analysis: Map stakeholders and other contacts in target accounts through Salesforce.com and desk-based research tools (e.g., LinkedIn & DiscoverOrg). Using supplied datasets and systems, CA role will identify usage gaps, and cross-sell potential in assigned target account blocks; feed insights into campaign design and outcome reporting.
• Cross-org collaboration: Acquire account intelligence from customer success, support, technical account management, and PS delivery teams. Nurture inbound requests generated by campaigns, events, and webinars.
• Continuous improvement: Test messaging, objection-handling scripts, and automation tools; share key learnings and best practices with the wider Demand Hub cohort.

WHAT YOU NEED TO SUCCEED

• 1-2 years in an Sales Development Rep (SDR) / Business Development Rep (BDR) or inside-services sales capacity within enterprise software/SaaS.
• Goal-oriented, positive, self-starter with strong analytical skills and a track record of autonomy, ownership, and execution.
• Strong organizational, planning and prioritization skills
• Strong interpersonal and effective verbal and written communication skills, demonstrable active listening with ability to map a prospect’s business challenges to suitable services.
• Proven success meeting monthly lead or booking targets.
• Working knowledge of professional services offerings (implementation, training, advisory).
• Proficiency with key productivity and sales tools such as Microsoft Office, Salesforce.com, Salesloft, LinkedIn Sales Navigator, ZoomInfo, Cognism, 6Sense, and generative AI tools
• Strong discovery, objection-handling, and value-positioning skills; able to articulate ROI of professional services.
• Data-driven mindset—comfortable using dashboards and planning/tracking tools to self-manage performance.
• Previous experience in a professional services organization is an asset, but not essential
• Bachelor’s degree or equivalent practical experience.

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 . Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText’s vibrant workplace.

Expected salary

Location

Waterloo, ON

Job date

Thu, 12 Jun 2025 01:43:29 GMT

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