Senior Strategic Alliance Manager

OpenText - The Information Company
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.

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At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We are hiring talent AI can't replace to help us shape the future of information management. Join us.

Your Impact:
Our Senior Strategic Alliance Manager’s (SAM) are responsible for the design & execution of our partner strategy in their assigned territory.
Reporting to the Director, Strategic Alliances, this role will focus on growing the revenue with partners in their assigned regions, including our very strategic partnership with SAP.
Success in this role requires a broad set of skills & experience spanning intelligence (IQ), people (EQ), and technology (TQ).
The SAM will undertake territory & competitor analysis as part of the go-to-market (GTM) planning process, 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 & partner stakeholders to focus on the right market opportunities and to deliver ongoing value to our joint customers. As a part of this process, they engage in local events, sales meetings, account planning sessions, local marketing events, etc. to evangelize and educate their SAP & other partner field counterparts on OpenText. They engage in early-stage opportunities to qualify and solidify the value proposition of OpenText for the customer to establish the sales cycle.
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 and a service-oriented skill set capable of assisting and helping the partner while ensuring OpenText goals are met in the 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, and can articulate the business transformation impact for our target markets.

What the role offers:

• Work with sales leadership to define the market opportunity, strategy & business plan for our strategic partner in Israel 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 the partner’s political structure and build senior executive champions to drive change and overcome hurdles.
• Coordinate & support enablement activities to train & educate various roles including sales & technical consultants.
• Coordinate & support Demand Generation activities to grow pipeline.
• Manage localization requirements with the partner and OpenText product management.
• Learn & share best practices with other regional partner leaders and stakeholders.

Responsibilities:

• Build a deeper, more strategic and sustainable partnership with selected Partners and prepare to increase market share against our core competitors.
• Responsible for meeting assigned sales and pipeline targets.
• Implement a structured and programmatic execution with a defined set of Partners 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 the partners forecast with OpenText’s.

Measurement

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

What you need to succeed:

• Minimum of 5+ years of 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 & large software 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 Spanish & English (written & spoken).

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 submit a ticket at Ask HR. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Compensation:
At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. As you move through the hiring process, we’re happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

California Residents:
The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions.

AI Usage Disclosure:
As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.