Sr. Business Development Manager - OpenText

SHI International•Somerset, NJ

About The Position

The Sr. Business Development Manager - OpenText drives growth for a specific OEM partner or business category by developing strategic programs and initiatives, supporting sales representatives, and building relationships with decision-makers. The role educates sales teams about partner tools, monitors sales pipelines, represents the brand at industry events, analyzes data to inform strategy, and coordinates training programs to strengthen partner alignment and business development. The position supports sales representatives with product information, program details, and competitive advantages; develops growth programs and campaigns; and creates and delivers training, presentations, and account-mapping sessions for customers and sales teams. It manages opportunities and deals against partner sales goals, represents the company and partners to leadership, customers, and at events, and cultivates relationships with decision-makers and influencers. The role also leads partner customer calls and meetings, analyzes data and trends to guide business strategy and address partner success issues, and maintains sales-training materials and programs. The position requires a completed bachelor’s degree or relevant work experience, 3–5 years of experience in a similar role, the ability to travel to company, partner, and customer events (travel is approximately 15%), and the ability to work flexible hours. The estimated annual pay range is $55,000–$85,000, including base salary and bonus. Benefits may include medical, vision, dental, 401(k), and flexible spending benefits.

Requirements

Completed bachelor’s degree or relevant work experience.
3–5 years of experience in a similar role.
Ability to travel to SHI, partner, and customer events.
Ability to travel 15%.
Ability to work flexible hours.
Intermediate ability to communicate and sell complex technical products or services by understanding customer needs, articulating value, and providing technical expertise.
Intermediate understanding of information technology products and solutions.
Intermediate ability to examine, clean, transform, and model data to support decision-making.
Intermediate understanding of company operations, market positioning, and competitive dynamics.
Intermediate ability to use applications such as Word, Excel, PowerPoint, and Outlook.

Responsibilities

Provide sales representatives with product support, program information, and competitive advantages for pending opportunities.
Develop strategic programs, campaigns, and initiatives to drive growth for the assigned OEM partner or business category.
Create and deliver trainings, presentations, and account-mapping sessions for customers and sales teams.
Monitor and manage sales pipelines, opportunities, and deals, aligning them with partner sales goals and initiatives.
Represent the company and partner brands to company leadership, customers, and at industry events.
Build relationships with decision-makers and influencers across target accounts and partner organizations.
Educate sales teams on partner tools, products, and programs.
Lead and participate in partner customer calls, presentations, and meetings to support new business development.
Analyze data to identify trends and insights, inform business strategies, and address partner success issues.
Coordinate sales-training programs and create and update training materials for sales representatives and customers.