[Hiring] Senior Strategic Alliance Manager @Open Text Inc.

Role Description

Our Senior Strategic Alliance Manager’s (SAM) are responsible for the design & execution of our partner strategy in their assigned territory.

• Focus on growing revenue with partners in assigned regions, including a strategic partnership with SAP.
• Conduct territory & competitor analysis as part of the go-to-market (GTM) planning process.
• Develop a joint business plan spanning key activities such as:
  • Enablement
  • Demand generation
  • Deal execution
  • Delivery skills development
  • Customer references
• Engage in local events, sales meetings, account planning sessions, and local marketing events.
• Qualify and solidify the value proposition of OpenText for customers to establish the sales cycle.
• Requires a sales-oriented skill set biased toward accountability, actionability, and persistence.
• Build relationships and assist partners while ensuring OpenText goals are met.
• Work cross-functionally 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.

Qualifications

• Minimum of 5+ years of field sales experience or related partner management and partner sales experience.
• Demonstrated track record to meet or exceed quotas in direct field sales or partner management roles.
• Experience working with license sales teams at SAP 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 skills.
• Ability to operate with all levels of an organization from CEO/MD down with a high degree of diplomacy.
• Experience in developing enabling programs for sales and partner channels.
• Ability to articulate and communicate business-level value propositions of complex solutions to external audiences.

Requirements

• Build a deeper, more strategic and sustainable partnership with selected partners.
• Responsible for meeting assigned sales and pipeline targets.
• Implement structured execution with defined partners in accordance with the OpenText Global Partner Program.
• Communicate business plans and updates through regular team meetings, conference calls, and reviews.
• Ensure alignment between partner forecasts and OpenText’s.
• Measurement metrics include:
  • Assigned Region Partner Revenue
  • Partner-originated pipeline
  • Revenue growth Y/Y

Benefits

• Thoughtfully designed benefits package supporting physical, emotional, and financial wellbeing.
• Variable and commission compensation opportunities for eligible roles.
• Vacation entitlement and paid time off.

Company Description

OpenText is a global leader in information management, where innovation, creativity, and collaboration are key components of our corporate culture.

At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers.