Senior Strategic Alliance Manager

Who you are

• Minimum of 5+ 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

What the job involves

• 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 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 Open Text
• They engage in early-stage opportunities to qualify and solidify the value proposition of Open Text 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 to assist and help the partner while ensuring Open Text goals are met in process of these of sales pursuits
• In addition, the role requires internal collaboration and an ability to work cross-functionally with various Open Text 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
• 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 & education 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
• 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