VP, Business Development

Hiring Manager: Alex Benay

Talent Acquisition Advisor: Melissa Fricke

Job Code Level: SUM5

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Worldwide Public Sector, VP- Business Development

Your Impact

As the Worldwide Public Sector Vice President- Business Development, you will report directly to the Senior Vice-President, Worldwide Public Sector, and lead 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 business development professionals and OpenText market teams worldwide to generate public sector pipeline and support marketing and quarterly sales initiatives.

You will have overall responsibility for leading new business development efforts and supporting existing sales opportunities across global public sector markets. A key focus of the role will be developing large-scale, multi-year government opportunities while building a significant global pipeline and strengthening OpenText's relationships with government executives and strategic public sector stakeholders.

You will lead and develop the Worldwide Public Sector business development organization, ensuring the team has the skills, capabilities, and market expertise required to support sales teams globally. You will establish a high standard of excellence across business, market, competitive, technical, and solution-selling knowledge, enabling the team to effectively position and communicate the value of OpenText Enterprise Information Management solutions.

Working closely with regional Sales leadership, Client Executives, Marketing, the WWPS CTO team, Government Relations, Architecture, Value Engineering, Product Units, and partners, you will shape strategic government solutions, mitigate risks, and coordinate resources to advance complex opportunities. You will also enable Client Executives to establish stronger C-suite relationships within government organizations and help position OpenText as a strategic technology partner.

As a senior thought leader for Public Sector, you will influence both near-term sales execution and long-term strategy. You will provide executive-level guidance on strategic opportunities, market development, pipeline creation, and public sector growth while ensuring business development priorities remain aligned with corporate and regional objectives.

Success in this role includes:

• Leading and developing a high-performing worldwide public sector business development organization.


• Creating and driving a multi-billion-dollar global government pipeline.


• Generating and supporting the closure of large-scale, multi-year government opportunities across global markets.


• Expanding OpenText's relationships with government executives and increasing C-suite engagement across strategic public sector accounts.


• Aligning global public sector business development initiatives with corporate and regional revenue objectives.


• Ensuring business development teams consistently demonstrate strong business, market, competitive, technical, and solution-selling expertise.


• Improving pipeline visibility, performance, and forecast insights through effective use of Salesforce and other data sources.


• Building strong relationships with Government Relations, Client Executives, partners, and cross-functional OpenText teams.


• Developing compelling Enterprise Information Management value propositions for individual customers and public sector segments.


• Serving as a recognized thought leader for Public Sector across both quarterly sales execution and long-term strategic planning.


• Developing, retaining, and motivating key talent while effectively addressing performance challenges.

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:

• Lead strategic public sector business development across OpenText's global markets.


• Shape and drive a multi-billion-dollar pipeline of government opportunities worldwide.


• Build relationships with senior government officials and C-suite stakeholders across major public sector organizations.


• Partner with key Canadian export channels, including Export Development Canada, the Canadian Commercial Corporation, and Global Affairs Canada.


• Lead a team of business development professionals focused on identifying, developing, and advancing strategic government opportunities.


• Partner with regional Sales leadership, Client Executives, Marketing, the WWPS CTO team, Government Relations, Architecture, Value Engineering, Product Units, and other cross-functional teams.


• Influence large-scale, multi-year government transformation opportunities from initial business development through sales execution and transition to local teams.


• Strengthen OpenText's public sector go-to-market strategy and sales enablement capabilities across global markets.


• Enable Client Executives and partners to build stronger executive relationships and communicate the business value of OpenText solutions.


• Develop strategic value propositions that connect OpenText Enterprise Information Management solutions to government priorities and business outcomes.


• Serve as a senior thought leader and executive voice for Public Sector strategy, pipeline development, and revenue growth.


• Represent OpenText at company and industry events and engage with customers, partners, and government stakeholders globally.

At OpenText, you will work with innovative technology, world-class sales and business development professionals, and some of the largest public sector organizations in the world. This role offers significant executive visibility and the opportunity to shape OpenText's long-term growth strategy across global government markets.

What You Need to Succeed

• 10+ years of experience in software, cloud, AI, or related technology sectors, ideally with experience across multiple industries and both client and technology-provider environments.


• 7+ years of experience working with large public sector programs and government clients.


• Minimum of 5 years of experience leading and managing teams.


• Proven success in strategic business development, enterprise sales, pre-sales, or solution-selling environments.


• Demonstrated experience developing and advancing large-scale, complex, multi-year government opportunities.


• Strong understanding of public sector sales, government procurement environments, and strategic account development.


• Strong knowledge of Enterprise Information Management technologies, business processes, and the broader software industry.


• Superior strategic public sector selling skills, with the ability to translate technology capabilities into compelling business value.


• Demonstrated ability to build and maintain relationships with government executives, C-suite stakeholders, partners, and senior internal leaders.


• Ability to operate effectively within a complex, global, matrixed organization and influence stakeholders across functions and geographies.


• Excellent presentation, communication, interpersonal, negotiation, organizational, and time-management skills.


• Strong problem-solving, task ownership, and decision-making skills, with the ability to operate independently under minimal supervision.


• Ability to determine when to lead with technology and when to focus on business value based on the audience and opportunity.


• Demonstrated ability to lead, motivate, develop, and retain high-performing teams.


• High level of personal integrity, professionalism, and passion for excellence.


• Undergraduate degree or equivalent relevant experience.


• Willingness and ability to travel as required within assigned regions and to company and industry events.


• Passion for continuous learning and staying current with technology, public sector, market, competitive, and geopolitical trends.

Location: Ottawa, Canada and/or London, UK

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 [email protected]. 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.