Strategic Alliance Manager

OPENTEXT
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.

THE OPPORTUNITY

Strategic Alliance Manager (SAM) is responsible for the design & execution, and growth of revenue, in his/her assigned territory, with one of our most strategic partners - SAP.

Reporting to the Director, Strategic Alliances, North America, the success in this role requires a broad set of skills & experience spanning intelligence (IQ), people (EQ) and technology (TQ).

The SAM undertakes territory & competitor analysis as part of the go-to-market (GTM) planning that feeds into a joint business plan spanning key activities such as enablement, demand generation, deal execution, delivery skills development and customer references. Pivotal to success is collaboration between both OpenText & SAP stakeholders to focus on the right market opportunities and deliver ongoing value to joint customers. As a part of this process, SAMs engage in local events, sales meetings, account planning sessions, local marketing events, etc. to evangelize and educate the value of OpenText Solution Extensions internally or externally. SAMs provide leads to SAP and OpenText sales representatives to help qualify potential opportunities and establish a sales cycle for joint customer(s).

The SAM requires a sales-oriented skill set biased toward accountability, actionability and persistence. As part of the partnership development aspects critical to this role, it also requires a bias toward relationship building while ensuring OpenText goals are met in process of these sales pursuits.

In addition, the role requires internal collaboration and an ability to work cross-functionally with various OpenText resources including Sales, Presales, Marketing, Global Alliances, Customer Support, Product Management and other support resources. Further, the SAM commands a strong understanding of the OpenText Solutions, the business value derived from them, and articulate the business transformation that impacts our target markets.

WHAT THE ROLE OFFERS

• Work with sales leadership to define the market opportunity, strategy & business plan that works for OpenText and SAP with a strong focus on revenue growth.
• Manage & report the progress to plan throughout the year.
• Engage all stakeholders internally & externally to realize the business plan.
• Understand SAP’s political structure and build senior executive champions to drive change and overcome hurdles.
• Coordinate & support enablement activities to train & education various roles including sales & technical consultants.
• Coordinate & support Demand Generation activities to grow pipeline.
• Manage localization requirements with SAP and OpenText product management.
• Learn & share best practices with other regional leaders and stakeholders.
• Build a deeper, more strategic and sustainable partnership with SAP, and increase market share against core competitors.
• Responsible for meeting assigned sales and pipeline targets.
• Implement a structured and programmatic execution with SAP and in accordance with the OpenText Global Partner Program.
• Communicate business plans and updates through regular team meetings, conference calls, and reviews.
• Ensure alignment between SAP’s forecast with OpenText sales leadership.

WHAT YOU NEED TO SUCCEED

• Minimum of 10+ experience in field sales experience or related partner management and partner sales experience.
• Demonstrated track record to meet or exceed quotas, either in direct field sales roles or in partner management/partner sales roles.
• Experience working with license sales teams’ at SAP and/or SaaS vendors.
• Strong written and verbal skills including communication and presentation skills.
• Strong understanding of sales and marketing principles.
• Strong program and project management skills.
• Demonstrated ability to operate with all levels of an organization from CEO/MD down and with a high degree of diplomacy.
• Demonstrated experience in the development of enabling programs for sales and partner channel.
• Demonstrated ability to articulate, communicate and educate external audiences including partners and customers, on the business-level value propositions of complex solutions and/or related software solution offerings.
• Business fluency in English (written & spoken).

Measurement

• Assigned Region Partner Revenue
• Partner-originated pipeline
• Revenue growth Y/Y

ONE LAST THING:

OpenText is more than just a corporation, it's a global community where trust is foundational, the bar is raised, and outcomes are owned. With 4+ years of SaaS sales experience and a proven track record of achieving targets, this is your chance to be a catalyst for growth, innovation, and success in the dynamic realm of cyber resilience. Join us on this journey, where your expertise will shape the future of secure and resilient business landscapes.

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 hwork@tuhustle.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.