Partner Account Manager

Ref#:

Function: Sales

Location: China, Beijing

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OPENTEXT - THE INFORMATION COMPANY

As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management. 


The Opportunity: 

The Partner Account Manager (PAM), Greater China is a senior level position accountable for management and development of the relationship between Open Text and its key partners including Global System Integrators (GSIs) & Value Added Resellers (VARs) within the Greater China (China, Hong Kong, Macau & Taiwan) regions.


Based in Beijing and reporting to the Vice President of Channels & Alliances for Asia Pacific & Japan, the role will carry an annual overlay sales revenue quota for OpenText license & cloud revenue within the Greater China region.


The PAM will be expected to develop and manage ~7 key partners who resell and influence the sale of OpenText software solutions to OpenText customers. The PAM will work with the OpenText Management Team, Account Executives, Solution Consultants and others that are responsible for customer sales and satisfaction.


Whilst this position is currently an individual contributor role, as we continue to grow our business we are looking for candidates capable initially to provide team leadership and longer term stepping up to a management role.



You are great at:


  • Implementing a regional territory plan to attain pipeline and revenue goals for the region

  • Implementing individual Business Plans for all key partners

  • Managing partners through the complete lifecycle spanning recruitment, growth & divestment

  • Creating & managing relationships with senior partner stakeholders to create high-value, field-level relationships

  • Evangelising products & services to partners so that they understand the value & invest in reselling, consulting and implementing OpenText solutions for their customers.

  • Working with regional & global teams to implement Partner Program standards

  • Educating Partners so they maximise implementation outcomes for customers as well as exploring upsell & cross-sell opportunities

  • Working with marketing teams to create demand and accelerate pipeline

  • Supporting Account Executives to evaluate and diagnose customer requirements to qualify opportunity fit

  • Updating CRM systems to maintain a forecast & providing superior pipeline coverage over the targets

  • Meeting reporting deadlines.

What it takes:


The successful candidate must have:

  • a proven success record in developing and managing partner relationships together with driving sales results in the China region

  • a minimum of five (5) years successful sales of Enterprise Software Solutions.

  • a minimum of ten (10) years’ experience in business development or partner/alliance management in enterprise software.

  • prior experience in working as an overlay license quota carrying role (the candidate will have a history of strong sales experience in the channels & alliances arena)

  • Demonstrated excellent written, verbal and interpersonal communication skills.

  • Demonstrated ability to think strategically & implement tactically.

  • Demonstrated ability to co-ordinate across multi-cultural teams and time zones

  • Demonstrated ability to work with cross-functional sales, marketing & related teams to achieve objectives while operating as a team player

  • Demonstrated ability to articulate, communicate and educate external on the business value propositions of complex solutions and/or related software solution offerings

  • Demonstrated comfort crunching, analysing & understanding data.


It is highly desirable that the successful candidate has:

  • prior experience in the ECM/BPM/CEM (EIM) Software market (either sales or technical or both).

  • prior experience working with license sales teams at SAP or other large ERP vendors and related markets

  • experience working with key global partners such as Accenture and/or Deloitte, as well as key local partners in the China region



At OpenText we understand and value diversity in our employees and we are proud to be an Equal Opportunity Employer. We hire the best talent regardless of race, creed, color, national origin, ancestry, disability, marital status, sex, age, veteran status or sexual orientation. We draw on our diversity and collective genius as we continue to shape a better future for our customers and be the Best Place to Work for our employees- nothing is off the table at OpenText.


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