[Hiring] Partner Development Executive @Open Text Software GmbH

Role Description

Our Strategic Alliance Managers (SAMs) are responsible for the design and execution of our partner strategy in their assigned territory. Reporting to the Director, Strategic Alliances, this role will focus on growing revenue with partners across the DACH region (Germany, Austria, and Switzerland), including our strategic partnership with SAP.

Success in this role requires a broad set of skills and experience spanning intelligence (IQ), people (EQ), and technology (TQ).

• The SAM will undertake territory and competitor analysis as part of the go-to-market (GTM) planning process.
• Engage in local events, sales meetings, account planning sessions, partner reviews, and marketing activities.
• Engage in early-stage opportunities to qualify and solidify the OpenText value proposition for customers.
• Requires a sales-oriented skill set biased toward accountability, actionability, and persistence.
• Requires a bias toward relationship building and a service-oriented skill set.
• Internal collaboration with various OpenText resources including Sales, Presales, Marketing, Global Alliances, Customer Support, and Product Management.
• Strong understanding of OpenText solutions and the business value derived from them.

Qualifications

• Minimum of 5+ years of field sales, partner management, or partner sales experience.
• Demonstrated track record of meeting or exceeding quotas in direct sales or partner management roles.
• Experience working with SAP license sales teams and large software and/or SaaS vendors.
• Strong written and verbal communication and presentation skills.
• Strong understanding of sales and marketing principles.
• Strong program and project management capabilities.
• Demonstrated ability to operate effectively at all levels of an organization, from CEO/Managing Director level downward.
• Demonstrated experience developing enablement programs for sales teams and partner channels.
• Demonstrated ability to articulate, communicate, and educate partners and customers on the business value propositions of complex software and solution offerings.
• Business fluency in German and English (written and spoken).

Requirements

• Work collaboratively with SAP and strategic partners selling into their customer base.
• Build and foster new relationships to drive sales within the Mid-Market segment.
• Build deeper, more strategic and sustainable partnerships with selected partners to increase market share against key competitors.
• Be responsible for meeting assigned sales and pipeline targets.
• Implement a structured and programmatic execution model with a defined set of partners.
• Communicate business plans and updates through regular team meetings, conference calls, and business reviews.
• Ensure alignment between partner forecasts and OpenText forecasts.

Measurement

• Assigned Region Partner Revenue
• Partner-Originated Pipeline
• Revenue Growth Year over Year

Benefits

• OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws.
• Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone.
• 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].