Sr. Director, Strategic Alliances
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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.
YOUR IMPACT
Our Sr. Director of Strategic Alliances will be responsible for the design & execution of our partner strategy in their assigned territory. Reporting to the Regional Vice President for Channels & Alliances, this role will focus growing the revenue with partners in North America, including our very strategic partnership with SAP.
Success in this role requires a broad set of skills & experience spanning intelligence (IQ), people (EQ) and technology (TQ). The Sr. DSA 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.
WHAT THE ROLE OFFERS
WHAT YOU NEED TO SUCCEED
ONE LAST THING:
OpenText is more than just a corporation, it's a global community where trust is foundational, the bar is raised, and outcomes are owned. With 4+ years of SaaS sales experience and a proven track record of achieving targets, this is your chance to be a catalyst for growth, innovation, and success in the dynamic realm of cyber resilience. Join us on this journey, where your expertise will shape the future of secure and resilient business landscapes.
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 contact us at Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.
OPENTEXT -THE INFORMATION COMPANY
We believe that our values are the compass that steers us in the right direction and helps us stay true to our mission. These values will not only guide our everyday decisions but also influence our strategic direction and the way we work. They reflect who we are as individuals and as a collective force, uniting us in our shared purpose.
CREATE THE FUTURE
We create economic growth that is inclusive and sustainable.
BE DESERVING OF TRUST
The world's most trusted companies trust OpenText, and we demonstrate this in our actions as individuals, as a company, and as technology.
WE, NOT I
We build global communities of purpose and challenge by supporting each other to exceed expectations and solve complex problems.
RAISE THE BAR
We set high standards and exceptions, to learn, to be better.
OWN THE OUTCOME
We tap into our creativity to deliver incredible experiences for customers, to ourselves, and for our planet.
"We believe a workplace should be human above all else. We ask excellence of our employees and reward it by creating an environment that is welcoming, challenging and that encourages real growth and development, not empty platitudes, or trinkets." - Mark Barrenechea, CEO & CTO
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.
YOUR IMPACT
Our Sr. Director of Strategic Alliances will be responsible for the design & execution of our partner strategy in their assigned territory. Reporting to the Regional Vice President for Channels & Alliances, this role will focus growing the revenue with partners in North America, including our very strategic partnership with SAP.
Success in this role requires a broad set of skills & experience spanning intelligence (IQ), people (EQ) and technology (TQ). The Sr. DSA 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.
WHAT THE ROLE OFFERS
- Working with sales leadership to define the market opportunity, strategy & business plan for our strategic partner in Israel with a strong focus on revenue growth.
- Managing & report the progress to plan throughout the year.
- Engaging all stakeholders internally & externally to realize the business plan.
- Understanding the partner's political structure and build senior executive champions to drive change and overcome hurdles.
- Coordinating & supporting enablement activities to train & education various roles including sales & technical consultants.
- Coordinating & supporting 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.
WHAT YOU NEED TO SUCCEED
- Minimum of 8+ 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 organisation 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.
ONE LAST THING:
OpenText is more than just a corporation, it's a global community where trust is foundational, the bar is raised, and outcomes are owned. With 4+ years of SaaS sales experience and a proven track record of achieving targets, this is your chance to be a catalyst for growth, innovation, and success in the dynamic realm of cyber resilience. Join us on this journey, where your expertise will shape the future of secure and resilient business landscapes.
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 contact us at Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.
OPENTEXT -THE INFORMATION COMPANY
We believe that our values are the compass that steers us in the right direction and helps us stay true to our mission. These values will not only guide our everyday decisions but also influence our strategic direction and the way we work. They reflect who we are as individuals and as a collective force, uniting us in our shared purpose.
CREATE THE FUTURE
We create economic growth that is inclusive and sustainable.
BE DESERVING OF TRUST
The world's most trusted companies trust OpenText, and we demonstrate this in our actions as individuals, as a company, and as technology.
WE, NOT I
We build global communities of purpose and challenge by supporting each other to exceed expectations and solve complex problems.
RAISE THE BAR
We set high standards and exceptions, to learn, to be better.
OWN THE OUTCOME
We tap into our creativity to deliver incredible experiences for customers, to ourselves, and for our planet.
"We believe a workplace should be human above all else. We ask excellence of our employees and reward it by creating an environment that is welcoming, challenging and that encourages real growth and development, not empty platitudes, or trinkets." - Mark Barrenechea, CEO & CTO
Employers have access to artificial intelligence language tools (“AI”) that help generate and enhance job descriptions and AI may have been used to create this description. The position description has been reviewed for accuracy and Dice believes it to correctly reflect the job opportunity.
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