Sr. Strategic Alliance Manager

Open Text Inc.

4d • $150,300 - $225,500

About The Position

OpenText is seeking a Senior Strategic Alliance Manager (SAM) to design and execute partner strategies in their assigned territory, with a focus on growing revenue with partners, including a strategic partnership with SAP. This role requires a blend of intelligence (IQ), emotional intelligence (EQ), and technological understanding (TQ). The SAM will conduct territory and competitor analysis for go-to-market (GTM) planning, develop joint business plans covering enablement, demand generation, deal execution, delivery skills development, and customer references. Collaboration with OpenText and partner stakeholders is crucial to identify market opportunities and deliver value to joint customers. The role involves engaging in local events, sales meetings, account planning, and marketing events to promote OpenText to SAP and other partners. The SAM will also engage in early-stage opportunities to qualify and solidify OpenText's value proposition for customers, initiating the sales cycle. A sales-oriented skill set with accountability, actionability, and persistence is required, along with a focus on relationship building and a service-oriented approach to support partners while achieving OpenText's goals. Internal collaboration with Sales, Presales, Marketing, Global Alliances, Customer Support, Product Management, and other support resources is essential. The SAM must possess a strong understanding of OpenText Solutions, their business value, and their impact on business transformation in target markets.

Requirements

• Minimum of 5+ years of 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 organization 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.

Responsibilities

• Build a deeper, more strategic and sustainable partnership with selected Partners and prepare to increase market share against our core competitors.
• Responsible for meeting assigned sales and pipeline targets.
• Implement a structured and programmatic execution with a defined set of Partners and in accordance with the OpenText Global Partner Program.
• Communicate business plans and updates through regular team meetings, conference calls, and reviews.
• Ensure alignment between the partners forecast with OpenText’s.

Benefits

• Comprehensive benefits package that supports your physical, emotional, and financial wellbeing.
• Details about compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed