Sr. Director, Strategic Alliances

OPENTEXT 
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.

 

 

YOUR IMPACT

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 SAP.

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 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.

WHAT THE ROLE OFFERS

• 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.

 

WHAT YOU NEED TO SUCCEED

• 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 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 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, commun