Brian Koepsell

Visionary
DISC Type : Ds

Senior Vice President of Customer Management and Renewals at OpenText

Gaithersburg, Maryland, United States

Overview

Brian Koepsell is a seasoned executive with over 28 years of experience, currently serving as the Senior Vice President of Customer Management and Renewals at OpenText. He leads a global team of over 100 members managing 70, 000+ accounts. He holds a BA in Marketing from Michigan State University.

He has shown great appreciation for his long career journey, marking his 25th anniversary by thanking his father for leading him to the opportunity. This suggests he values loyalty and recognizes the people who have contributed to his success. Colleagues describe him as proactive, strategic, and a passionate leader.

Brian was one of only two OpenText employees to receive the CEO Achievement Award for top performance in FY2020.

Personality Overview

Big Vision Person

Objective Evaluator

Risk Tolerant

Reading between the lines and seeing beyond your words comes naturally to them.  They might take some time to make their mind up but once they do, they don't change it easily. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Customer Management
His entire career has focused on customer management, renewals, and satisfaction, leading global teams responsible for tens of thousands of accounts.
Sales Leadership
He has a long history of sales leadership, consistently growing and managing large teams that have doubled their performance in consecutive years.
Cloud Revenue
His previous role as Global Vice President of Cloud Revenue highlights his focus on driving revenue from cloud-based services and solutions.

Media Appearances

Brian has no verified media appearances

Work History

7-2022
Senior Vice President of Customer Management and Renewals at OpenText
7-2017 - 7-2022
Global Vice President of Customer Management at OpenText
2-2015 - 6-2017
Vice President of Customer Management, Mid-Market and LATAM at OpenText
1-2013 - 2-2015
Senior Director of Customer Management at GXS
10-2009 - 12-2012
Director of North American Customer Management at GXS

Education

1996 - 1999
BA from Michigan State University
1997 - 1998
Marketing from Michigan State University - Eli Broad College of Business

More Information

Social Presence :

Prographics :

Exp : 18 Location : Gaithersburg, Maryland, United States Job Level : Leadership Designation : Senior Vice President of Customer Management and Renewals at OpenText
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Suggest clear next steps with confidence, don't be vague or hesitant
  • During followups, use phone or text if needed, they should be fine
  • Let them know of potential risks but suggest mitigation methods alongside

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Brian

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Brian take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Brian

Personality Compatibility


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