Senior Director of Strategic Alliances, OpenText
Enterprise Information Management software
Job no longer available
Enterprise Information Management software
1001+ employees
Job no longer available
1001+ employees
Company mission
To enable intelligent and connected enterprises by managing, leveraging, securing and gaining insight into enterprise information, on-premises or in the cloud.
Role
Who you are
- Minimum of 8+ 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 Microsoft & 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 organisation 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
- 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
- Our Sr. Director of Strategic Alliances will be responsible for the design & execution of our partner strategy in their assigned territory
- Reporting to the Regional Vice President for Channels & Alliances, this role will focus growing the revenue with partners in North America, including our very strategic partnership with Microsoft
- Success in this role requires a broad set of skills & experience spanning intelligence (IQ), people (EQ) and technology (TQ)
- The Sr. DSA 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 Microsoft & 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
- Working with sales leadership to define the market opportunity, strategy & business plan for our strategic partner in Israel with a strong focus on revenue growth
- Managing & report the progress to plan throughout the year
- Engaging all stakeholders internally & externally to realize the business plan
- Understanding the partner’s political structure and build senior executive champions to drive change and overcome hurdles
- Coordinating & supporting enablement activities to train & education various roles including sales & technical consultants
- Coordinating & supporting 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
Our take
Founded in 1991 and growing every day - recently hitting $1B revenue - OpenText offers software applications that manage content or unstructured data for enterprises, such as large companies, government agencies or professional service firms.
The Canadian-based company continues to add to its suite of products and portfolio of acquisitions, expanding its offerings and, in doing so, its market reach. For instance, in August 2023 it launched OpenText Aviator, a generative AI platform for business networks and IT operations, which was expertly designed with the knowledge and expertise of a 25+ year-old company.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
21% employee growth in 12 months
Company
Company benefits
- OpenText's employee programs prioritize employees’ well-being and that of their families. It offers a comprehensive benefit plan, education assistance, a wellness/fitness reimbursement and time off to volunteer
Company values
- Trust
- Excellence
- Innovation
- Customer-first approach
- Being a best place to work
Company HQ
Waterloo, ON
Articles
Leadership
Mark J. Barrenechea
(CEO & CTO, not founder)Previously served as CEO & President of SGI and Rackable Systems, CTO for Computer Associates and Senior Vice President of Applications Development for Oracle.
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