Senior Director, Dell EMC Global Alliance Management

Ref#: 15210

Function: Marketing

Location: US, MA, Boston

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OpenText enables the digital world as the global leader in Enterprise Information Management, both on premises or in the cloud. We embrace all things digital and are committed to being the Best Place to Work for our Employees in over 140 locations around the world.

We obsess over our customers to ensure they are wildly successful in embracing the Digital World. Our customers entrust us with their most important information, we need to be their most trusted partner. What we do, we do well. What we create, we do purposefully to impact the world. If you believe in this and are passionate about enabling the Digital World then let OpenText turn your career vision into reality.

The Opportunity: 

Global lead for the DellEMC Strategic Alliance.  The Senior Director for DellEMC is responsible for the incubation and strategy development for establishing the foundational elements for a global resell partnership with DellEMC.  This role will be responsible for the identification and development of a solution lead strategy that can support material revenue share between both organizations.  The economic imperative is to establish and grow DellEMC into a strategic alliance creating the business value that drives joint strategic and financial outcomes. 

Responsibility includes developing suitable strategy, messaging, and positioning to support respective business and pipeline objectives in close cooperation with DellEMC, OpenText customers, partners, and internal stakeholders. Act as expert and is recognized as thought leader and evangelist inside OpenText and within the DellEMC market, influencing solution innovations, core solution development and innovation and go-to-market strategies..

Key activities will be focused on business development and business planning based on research and development of new business solutions built on the OpenText and DellEMC portfolio.  Additional tasks supporting sales enabling, demand and lead generation programs, sales support, collaboration with strategic partners and development of customer references. 

She/he is building up GTM plans, determines the necessary budget and resource allocation and takes care of a successful roll out into the OpenText and DellEMC field. The Global DellEMC Program Management role will define the strategic direction for our portfolio together with Product Management, based on experience, market research and customer demand.

He/she will report to the Global Vice President of Strategic Alliances Ecosystem and works closely with sales managers, presales, local channel managers, product manager and other program managers for the solution suite.


Market and Business Situation - Understand the fundamentals of market economics, whitespace and opportunities, and (global) business objectives.
Inbound Influence on Product Development and Product Management – Provide basic market insights to drive product capabilities. Advocate for the customer. Help to influence and drive innovation.
Business Plan Development – develop financial outlook and business justification for strategic alliance investments supporting resourcing and funding for partnership development and scalability
Strategic Planning - Contribute to marketing business planning based on corporate priorities and whitespace opportunities. Deliver recommendations to the field.
Program Planning - Contribute to Integrated Marketing Management on program build through messaging, positioning, content, and respective solution/industry expertise. Contribute the context including some high-level ecosystem insights.
Core Content Development - Knowledgably collaborate with Ecosystem & Marketing to define (joint) offerings, positioning, and messaging that will be integrated into marketing programs, campaigns and programs.
Influencer/ Analyst Management – Perform certain activities to drive strategy/interaction with market stakeholders such as Analyst Relations, Public Relations, and other communication channels (i.e. social media) to deliver thought leader messages into the market.
Thought Leadership and Communication – With guidance, serve as a public voice to the market, and act as a solution evangelist.
Develop Core Assets and Offers - Develop certain customer facing assets and ensure respective rollout and availability to marketing program managers and execution teams.
Sales Enablement - Provide direct support (i.e. deal support, messaging, deal cycle, analysis, demos, etc.) to sales teams.
Asses, analyze, and evaluate messages and market reactions (i.e. via social media channels) to optimize marketing strategies and influence communication
Continuous benchmarking of actual performance versus business plan
Tracking and management of pipeline development and business forecasting  ensuring revenue target attainment

Job Specific Competencies & Skills

Solution and Content Strategy & Development
Market & Competitive Intelligence
Press/Analyst Relations
Audience Expertise
Marketing Strategy Development
Integrated Planning & Budgeting
Building out a global business development  team as the strategic alliance with DellEMC scales
Forecasting and Pipeline Management

Experience Requirements :

Minimum 8-10 years of related experience in Enterprise Content Management and product marketing and/or alliance management, ideally in conjunction with DellEMC or OpenText (or competitive) solutions
Business Project management (small to medium-scaled projects)
Working in a team environment
Understanding and experience in orchestrating different internal and external resources in a project/program 
Strong communication and presentation skills in English language 
Willingness to travel globally 
Experience in providing technical demos

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. If you require accommodation in completing the application process please email

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