Partner Development Executive

Open Text Inc.

18h • $125,000 - $150,000 • Remote

About The Position

OpenText is seeking a high-performing Partner Development Executive (PDE) to lead the strategy, growth, and execution of a portfolio of our most strategic partner relationships across the North American ecosystem. This role is responsible for developing and expanding business with large national Value-Added Resellers (VARs) and collaborating with our partner ecosystem Opentext team to drive large growth and successful client outcomes. The PDE serves as the primary business owner for assigned strategic partners and is accountable for accelerating partner-led growth through executive engagement, joint business planning, ecosystem activation, and pipeline creation. The successful candidate will operate as a trusted advisor to partner executives while working cross-functionally across OpenText Sales, Solution Consulting, Marketing, Professional Services, Customer Success, Renewals, Distribution, and business unit organizations. The PDE drives alignment between OpenText priorities and partner investment strategies, creating scalable go-to-market motions that generate sustainable pipeline, revenue growth, and customer success. Success in this role requires a blend of strong sales acumen, strategic thinking, executive relationship management, business development, and operational excellence. The ideal candidate thrives in complex ecosystems, understands how large partners operate, and can mobilize diverse stakeholders to achieve measurable business outcomes.

Requirements

• 8+ years of experience in channel sales, strategic alliances, partner development, ecosystem management, or enterprise software sales.
• Demonstrated success managing large technology partners, solution providers, VARs, DMRs, GSIs, or strategic alliances. Preference to experience with CDW Corporation, Insight Enterprises and SHI International Corporation.
• Proven track record of creating and executing partner business plans that generate measurable pipeline and revenue growth.
• Experience working with executive stakeholders and managing complex partner relationships.
• Strong understanding of indirect sales models, partner ecosystems, distribution, cloud technologies, and enterprise software markets.
• Experience developing enablement programs, co-selling frameworks, and go-to-market initiatives.
• Strong analytical, planning, forecasting, and business management capabilities.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Ability to influence and drive alignment within highly matrixed organizations.
• Bachelor's degree or equivalent professional experience.
• Willingness to travel approximately 30-50%.

Responsibilities

• Own and develop a portfolio of OpenText's most strategic national partners.
• Build trusted relationships with partner executives, practice leaders, sales management, and technical leadership teams.
• Influence partner investment priorities and long-term growth strategies.
• Develop and execute joint business plans aligned to OpenText go-to-market priorities.
• Drive partner-originated and partner-influenced pipeline creation initiatives.
• Expand OpenText market presence and share of wallet within strategic partner organizations.
• Lead executive business reviews, quarterly business reviews (QBRs), and strategic planning sessions.
• Establish executive sponsorship and governance models that accelerate business outcomes.
• Act as the voice of the partner within OpenText while advocating OpenText's strategic priorities within the partner organization.
• Activate and coordinate OpenText resources across Sales, Marketing, Services, Customer Success, Renewals, Distribution, Cloud, Cybersecurity, and Solution Consulting teams.
• Ensure alignment between partner growth initiatives and field execution.
• Drive adoption of OpenText solutions through coordinated sales, marketing, and enablement motions.
• Develop annual and multi-year business plans for assigned strategic partners.
• Identify growth opportunities, investment priorities, and market expansion initiatives.
• Conduct market, competitive, and ecosystem analysis to guide partner strategy.
• Establish measurable objectives, success metrics, and governance frameworks.
• Drive partner-originated and partner-influenced pipeline growth across the OpenText portfolio.
• Identify and activate joint go-to-market opportunities that create net-new business.
• Increase partner engagement in strategic solution areas and growth initiatives.
• Collaborate with field sales teams to align partner resources with target accounts and customer opportunities.
• Build strong executive-level relationships within partner organizations.
• Understand partner organizational structures, business objectives, and strategic priorities.
• Recruit and develop executive champions capable of driving organizational alignment and investment.
• Mobilize internal and external resources to accelerate partner growth.
• Coordinate enablement, demand generation, co-selling, and practice development initiatives.
• Drive alignment between partner execution teams and OpenText field organizations.
• Lead partner readiness, enablement, certification, and business development programs.
• Support the creation and expansion of partner solution practices and service offerings.
• Improve partner competency, engagement, and advocacy across the OpenText portfolio.
• Lead quarterly business reviews, pipeline reviews, forecast discussions, and executive governance meetings.
• Monitor business plan execution and partner performance against agreed objectives.
• Identify risks, barriers, and corrective actions necessary to achieve growth targets.

Benefits

• Compensation programs, including variable and commission compensation opportunities for eligible roles
• Vacation entitlement
• Paid time off
• Comprehensive benefits package that supports your physical, emotional, and financial wellbeing

What This Job Offers

• Job Type: Full-time
• Career Level: Senior