Global Systems Integrator Director

Ref#: 16309

Function: Sales

Location: India, Mumbai

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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:

Reporting to the Dir. Global Alliances & Systems Integrators, the Global SI Director is responsible for business between OpenText and a named Systems Integrator globally. This person will own the engagement strategy for the Global Systems Integrator. They will also lead, mentor and share this strategy with a team of Geography based Partner Account Managers who will work closely with OpenText Field Sales teams with the goal of securing incremental revenue for OpenText

This person is responsible for the global strategy and execution of a named strategic alliances and will execute through all sales channels globally

You are great at: 
  • Develop and drive named strategic alliance globally, develop relationships with named SI at an Executive level.
  • Define go-to-market and associated execution strategies with named SI
  • Work closely with the Regional Sales leaders and their teams to drive incremental license revenue and to secure growth targets
  • Create and leverage deep, meaningful, and trusted relationships with SI for the benefit of OpenTex.

Key activities include:
  • Strategy development, general business and go to market planning
  • Leverage resources to drive incremental sales of OpenText industry and technology propositions
  • Work with SI to jointly develop new, differentiated value propositions and solutions to drive incremental revenues for OpenText
  • Work with field teams to support sales, marketing, and services initiatives and to create regional alignment between OpenText and named SI
  • Prepare and manage quarterly QBRs with OpenText and SI
  • Work closely with OpenText executive management, global and regional sales leaders, channel management, global and regional service and customer support leaders, product and R&D management as necessary to drive the business
  • Apply insight, knowledge, and expertise to convince SI to include OpenText EIM platform in their reference architectures

Duties and Responsibilities
  • Meet and exceed assigned targets in accordance with business plan
  • Develop a strategy, including business and go-to-market and execution plans
  • Build, expand and manage executive relationships within SI
  • Build a network (both internally, within Senior Leadership and other key stakeholders and externally, within the named SI business’) that can be leveraged at all levels
  • Organize and deliver QBRs with OpenText and SI executive management
  • Expand and develop existing SI relationships to effectively build OpenText’s presence within their sales efforts
  • Support the development of joint business propositions with SI
  • Leverage the *virtual team-, the extended team within OpenText and partner personnel to maximize execution efforts
  • Participate in the sales process for large and important sales
  • Drive pipeline and sales by leveraging specific sales initiatives and campaigns

What it takes:

  • At least 10 years’ experience in Enterprise Sales and or Account Management roles
  • Proven track record of managing partner teams as well as strong success in personally developing partner relationships/ programs with demonstrable results
  • Knowledge of the EIM market, competitors and related industries
  • Knowledge of the Services business as well as the software business.
  • Demonstrated leadership, communication and interpersonal skills
  • Proven history of being able to work independently and with cross-functional teams to achieve company objectives
  • Strong business acumen and capable of developing and managing strategic plans with partner and company executives
  • Proven history of analyzing situations, employing creative and effective decision making to solve problems/ achieve results
  • Create team environments which emphasize total cooperation and mutual respect
  • Outstanding communication skills and excellent negotiating skills
  • Ability to travel globally (sometimes with limited notice)

At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer.

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