Partner Account Manager, OpenText
Information management for enterprises
Be an early applicant
Information management for enterprises
1001+ employees
Be an early applicant
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
- Demonstrated ability to deliver on pipeline and revenue targets in partnership with a cloud service providers (CSP) – Google, AWS and Microsoft
- Understands CSP Marketplace(s), Cosell support and partner influence and sales programs (migration support, customer cloud credits, POC requests)
- Experience of working with large software vendors particularly Google, AWS and Microsoft
- Previous enterprise software sales (SaaS) and management experience (both direct and indirect)
- Understanding of CSP Marketplaces and transaction methodology
- Understanding of CSP sales methods, customer cloud commitment contracts and influence/programs available for OT Sales to leverage and close opportunities
- Developing sales opportunities and managing the pipeline in your region
- Proven track record of managing partners as well as strong success in personally developing partner relationships/ programs with demonstrable results
- Knowledge of Enterprise Information Management or comparable market space, competitors, trends and related industries
- Previous experience of successfully partnering with local and international SI’s and technology partners that work with Microsoft, Google and AWS (SAP, Salesforce, Accenture, TCS etc)
- Proven history of being able to work independently and with cross-functional sales, marketing product and engineering teams to achieve company and departmental objectives
- Strong business acumen and capable of developing and managing strategic plans with partner and company executives and challenging the status quo
- Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results
- Outstanding written/verbal communication skills and excellent negotiating skills and ability to present to both small and large audiences
What the job involves
- Reporting to the Sr Manager, Global CSP Alliance Sales, this is a strategic growth role with Cloud Service Provider (CSP) partners in support of the company’s revenue goals
- Managing all aspects of Google, AWS and Microsoft in Germany this role is responsible for the execution of the company’s partner GTM strategy, developing plans focused on pipeline generation, marketing and enablement, and driving alignment with Field Marketing and Sales teams across targeted regions
- This role is critical to the success of identifying, developing and driving pipeline and to discover and deliver incremental, partner-originated revenue opportunities and driving a higher % cloud pipeline conversion leveraging Marketplace(s), Cosell and partner influence
- Working closely with the regional sales and marketing organizations to drive business and pipeline growth with CSP partners in support of the regional sales teams’ and CSP team targets
- Works with CSP Business Development and Account Executive resources directly to discover customer propensity to buy and drive account mapping sessions with Opentext sales resources to define Cosell strategy
- Understands the region ownership of cloud market space by CSP partner to know where customer and ownership strengths/advantages exist
- Focuses on strategic partnerships and strong execution to build long term value and sustainable success for both OpenText and CSP partners
- Contributes to the development of the region CSP Partner Strategy and Business Plan working with the Sales Directors and other stakeholders across the business
- Works closely with Field Marketing and Sales Teams, to develop structured enablement plans and marketing campaigns focused on partner-originated pipeline generation
- Works independently to determine the best approach for achieving personal and team goals in region
- Interfaces with Senior Sales Management inside OpenText to drive closer engagement between our respective sales, field marketing, and professional services teams
- Understands the CSP partner political structure, and builds senior executive champions to drive change and overcome hurdles in region
- Interfaces with and shares best practices with other regional partner leads and stakeholders
- Can attend local Opentext and Partner events and provide presentation support for products and services to customers by CSP
Our take
Founded back in 1991, OpenText offers software applications that manage content or unstructured data for enterprises such as large companies, government agencies or professional service firms.
The company has continuously built out its product suite over the years, keeping pace with the changing market. For example, in 2023 it launched OpenText Aviator, a generative AI platform for business networks and IT operations.
As a recognised market leader, this 25+ year old company shows no signs of slowing down. As well as internal development, it also adds to its value through acquisitions, such as that of MicroFocus in 2023.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
21% employee growth in 12 months
Company
Company benefits
- Education assistance
- Wellness/fitness reimbursement
- Time off to volunteer
Company HQ
Waterloo, ON
Leadership
Mark J. Barrenechea
(CEO & CTO)Previously served as CEO and President of SGI and Rackable Systems, CTO for Computer Associates and Senior Vice President of Applications Development for Oracle.
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