Worldwide Public Sector, Senior Director- Business Development

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

Worldwide Public Sector, Senior Director- Business Development

Your Impact

As the Worldwide Public Sector Senior Director, you will report directly to the Vice-President, Worldwide Public Sector, and support strategic business development initiatives across global public sector markets. You will work closely with key Canadian export channels, including Export Development Canada (EDC), the Canadian Commercial Corporation (CCC), and Global Affairs Canada (GAC), while partnering with Client Executives and market teams to generate and advance public sector opportunities.

You will play a key role in building public sector pipeline, supporting marketing and sales initiatives, and helping drive the successful closure of strategic government opportunities. The focus will include supporting public sector deals in individual markets while also helping develop large, multi-year government opportunities globally.

Working closely with regional Sales leadership, Client Executives, Marketing, the Worldwide Public Sector CTO team, Architecture, Value Engineering, Product Units, partners, and other cross-functional stakeholders, you will help shape business development strategies, develop compelling solutions and value propositions, and ensure opportunities are positioned for success.

You will also lead and support global sales enablement initiatives designed to strengthen public sector sales capabilities, share market intelligence, and improve pipeline and revenue performance. As a strategic advisor and subject matter expert, you will help teams communicate the business value of OpenText solutions and build stronger relationships across government and public sector organizations.

Success in this role includes:

• Generating and supporting qualified public sector pipeline across global markets.
• Contributing to the development and closure of large-scale, multi-year government opportunities.
• Building strong relationships with Canadian export organizations, government stakeholders, Client Executives, partners, and regional leadership.
• Developing and delivering strategic sales enablement programs that strengthen public sector selling capabilities.
• Supporting the creation of compelling Enterprise Information Management value propositions for customers and specific public sector sectors.
• Improving pipeline visibility, sales performance, and revenue outcomes through effective use of Salesforce and other data sources.
• Supporting complex opportunities by coordinating cross-functional resources and proactively identifying and mitigating risks.
• Serving as a trusted advisor and thought leader for public sector business development and strategic selling.

What the Role Offers

OpenText is a global leader in Information Management, helping organizations transform the way they manage, secure, and leverage information.

This role offers the opportunity to:

• Drive strategic business development across OpenText’s Worldwide Public Sector organization.
• Build relationships with key Canadian export channels, including Export Development Canada, the Canadian Commercial Corporation, and Global Affairs Canada.
• Support some of the largest and most complex government opportunities across global markets.
• Partner with Client Executives, Sales leadership, Marketing, the WWPS CTO team, Architecture, Value Engineering, Product Units, and partners to develop and advance strategic opportunities.
• Lead innovative sales enablement programs, including executive forums, sales events, win and loss reporting, and other initiatives designed to strengthen public sector sales execution.
• Help shape large-scale government solutions and mitigate commercial, technical, and organizational risks throughout the sales cycle.
• Develop sector-specific and customer-specific Enterprise Information Management value propositions that align OpenText solutions to public sector priorities.
• Provide strategic guidance to regional teams on quarterly and long-term revenue objectives.
• Enable partners and field organizations to strengthen their public sector solution-selling capabilities.
• Represent OpenText at company and industry events and build relationships across the global public sector ecosystem.

At OpenText, you will work with innovative technology, experienced sales and technical professionals, and some of the largest public sector organizations in the world. This role provides significant visibility across global markets and the opportunity to influence strategic growth initiatives and major government transformation programs.

What You Need to Succeed

• 7+ years of experience in software, cloud, AI, or related technology sectors, ideally with experience across both client and technology-provider environments.
• 7+ years of experience working with public sector organizations, programs, and clients.
• Proven experience supporting strategic business development and complex enterprise or government sales opportunities.
• Strong pre-sales and solution-selling experience, with the ability to translate technology capabilities into compelling business value.
• Demonstrated ability to develop and support large-scale, multi-year government opportunities.
• Strong understanding of Enterprise Information Management technologies, business processes, and the broader software industry.
• Demonstrated ability to work effectively across a complex, matrixed organization and influence stakeholders without direct authority.
• Ability to build credibility and relationships with government executives, Corporate Executives, VP and C-level stakeholders, Client Executives, partners, and internal leaders.
• Excellent presentation, communication, interpersonal, organizational, and time-management skills.
• Strong problem-solving, task ownership, and decision-making skills, with the ability to operate independently under minimal supervision.
• Strong listening and selling skills, with the judgment to know when to lead with technology and when to focus on business value.
• High level of personal integrity, professionalism, and passion for excellence.
• Degree or equivalent relevant experience.
• Willingness and ability to travel as required within the assigned region and to company and industry events.
• Passion for continuous learning and staying current with technology, public sector, market, and competitive trends.

Location: Ottawa, Canada

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. A summary of those benefits can be found on our Why Join Us page. As you move through the hiring process, we’re happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

Salary Range:  Depending on the candidate’s education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted.

AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.