Howard Willis

Senior Deal Desk Manager Emea, Digital Experience (Dx) @OpenText

Reading, GB

Following OpenText\'s acquisition of HP Software, I am responsible for Deal Desk for OpenText\'s Digital Experience (DX) and On Demand Messaging (ODM) businesses for EMEA. This includes- Customer Communications Management (CCM); document creation and customisation software- Digital Experience Management (DXM); Digital Asset Management, Marketing Optimization, Voice of the Customer, Web Content Management, and Workforce Optimization. DXM business include SaaS and Cloud transactions- On Demand Messaging (ODM)- Fax Services, Voice, Email, SMS, WhatsApp, Core Fax (Cloud Subscription).Assisting Sales in structuring their deals to maximise revenue for OpenText. Specifically;• Act as a business partner to the field sales and business development teams selling OpenText DX Software products by proactively and creatively helping them structure and analyze complex deals. • Participate in strategic opportunity planning and customer contract negotiations as required, including speaking to the Customers deal representatives: Senior Legal, IT and Project Managers. • Exercise significant independent judgment and business acumen within the broadly defined Deal Desk policies and practices to determine best method for achieving those objectives. • Manage the review by Subject Matter Experts (SME) of significant non-standard legacy sales contracts and the special terms in pending contract amendments for compliance with OpenText Software revenue recognition policies.• Knowledgeably discuss and defend revenue recognition guidance provided by SME concerning current and legacy contracts with the sales and contracts organization. • Work with Sales and the Legal organizations on contract negotiations and deal strategies.• Deal structuring on Enterprise Licence Agreements (ELA)- Explaining to both Sales and Customers the benefits of such deal structures.

Reading College

BTEC National Business & Finance, Accounting and Business/Management

Reading College

Association of Accounting Technicians, Level 4 Diploma in Accountancy

Reading College

BTEC Higher National Diploma, Accounting and Business/Management

The Henley College

7 GCSEs including Accountancy, Economics, Commerce. 1 OA-level Professional & Business English, Accounting and Business/Management