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're hiring talent that AI can't replace to help us shape the future of information management. Join us.

 

 

What is the role? 

Our Strategic Alliance Managers (SAMs) are responsible for the design and execution of our partner strategy in their assigned territory. 

Reporting to the Director, Strategic Alliances, this role will focus on growing revenue with partners across the DACH region (Germany, Austria and Switzerland), including our strategic partnership with SAP. 

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

The SAM will undertake territory and competitor analysis as part of the go-to-market (GTM) planning process, feeding 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 and partner stakeholders to focus on the right market opportunities and deliver ongoing value to joint customers. 

As part of this process, they engage in local events, sales meetings, account planning sessions, partner reviews and marketing activities to evangelize and educate SAP and partner field counterparts on OpenText. They engage in early-stage opportunities to qualify and solidify the OpenText value proposition for customers and help 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 of assisting partners while ensuring OpenText goals are achieved. 

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

What you will do 

Scope 

• Work with sales leadership to define the market opportunity, strategy and business plan for strategic partners across the DACH region, with a strong focus on revenue growth. 

• Manage and report progress against plan throughout the year. 

• Engage all stakeholders internally and externally to realize the business plan. 

• Understand the political structures within SAP and partner accounts and build senior executive champions to drive change and overcome hurdles. 

• Coordinate and support enablement activities to train and educate sales and technical consultants. 

• Coordinate and support demand generation activities to grow pipeline. 

• Manage localization requirements with partners and OpenText Product Management. 

• Learn and share best practices with other regional partner leaders and stakeholders. 

Responsibilities 

• Work collaboratively with SAP and strategic partners selling into their customer base. 

• Build and foster new relationships to drive sales within the Mid-Market segment. 

• Build deeper, more strategic and sustainable partnerships with selected partners to increase market share against key competitors. 

• Be responsible for meeting assigned sales and pipeline targets. 

• Implement a structured and programmatic execution model with a defined set of partners in accordance with the OpenText Global Partner Program. 

• Communicate business plans and updates through regular team meetings, conference calls and business reviews. 

• Ensure alignment between partner forecasts and OpenText forecasts. 

Measurement 

• Assigned Region Partner Revenue 

• Partner-Originated Pipeline 

• Revenue Growth Year over Year 

What you will bring 

• Minimum of 5+ years of field sales, partner management or partner sales experience. 

• Demonstrated track record of meeting or exceeding quotas in direct sales or partner management roles. 

• Experience working with SAP license sales teams and large software and/or SaaS vendors. 

• Strong written and verbal communication and presentation skills. 

• Strong understanding of sales and marketing principles. 

• Strong program and project management capabilities. 

• Demonstrated ability to operate effectively at all levels of an organization, from CEO/Managing Director level downward, with a high degree of diplomacy. 

• Demonstrated experience developing enablement programs for sales teams and partner channels. 

• Demonstrated ability to articulate, communicate and educate partners and customers on the business value propositions of complex software and solution offerings. 

• Business fluency in German and English (written and spoken). 

 

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of 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 contact us at hr@opentext.com. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.