Strategic Alliance Manager

OPENTEXT - THE INFORMATION COMPANY

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.

AI-First. Future-Driven. Human-Centered.

At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We are hiring talent AI can't replace to help us shape the future of information management. Join us.

OpenText - Senior Strategic Alliance Manager

FUNCTION: Channels & Alliances

Your Impact:

Our Senior Strategic Alliance Manager’s (SAM) are responsible for the design & execution of our partner strategy in their assigned territory.

Reporting to the Director, Strategic Alliances, this role will focus growing the revenue with partners in their assigned regions, including our very strategic partnership with SAP and Cap Gemini

Success in this role requires a broad set of skills & experience spanning intelligence (IQ), people (EQ) and technology (TQ).

The SAM 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.

The SAM requires a sales-oriented skill set biased toward accountability, actionability and persistence. As part of the partnership development aspects critical to this role, it also requires a bias toward relationship building and a service-oriented skill set capable to assist and help the partner while ensuring Open Text goals are met in process of these of sales pursuits.

In addition, the role requires internal collaboration and an ability to work cross-functionally with various Open Text resources including Sales, Presales, Marketing, Global Alliances, Customer Support, Product Management and other support resources. Further, the SAM commands a strong understanding of the OpenText Solutions, the business value derived and can articulate the business transformation impact for our target markets.

What the role offers:

• Work with sales leadership to define the market opportunity, strategy & business plan for our strategic partner in Israel with a strong focus on revenue growth.
• Manage & report the progress to plan throughout the year.
• Engage all stakeholders internally & externally to realize the business plan.
• Understand the partner’s political structure and build senior executive champions to drive change and overcome hurdles.
• Coordinate & support enablement activities to train & education various roles including sales & technical consultants.
• Coordinate & support 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.

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.

Measurement

• Assigned Region Partner Revenue
• Partner-originated pipeline
• Revenue growth Y/Y

What you need to succeed:

• Minimum of 5+ 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 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.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.

If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please submit a ticket at Ask HR. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. As you move through the hiring process, we’re happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

Salary Range: $150,300 - $225,500 plus commissions; Depending on the candidate’s education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted.

California Residents: The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions.

AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.