Global Systems Integrator Director

Ref#: 16273

Function: Marketing

Location: France, Paris

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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
Key responsibilities include:

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 OpenText

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

This position is accountable for, but not limited to, the following 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: 

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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