Strategic Partner Account Manager

Ref#: 15658

Function: Marketing

Location: Sweden, Stockholm

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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:

This is a senior partner management role to drive business growth and pipeline with Managed Partners and GSI’s in support of the company’s revenue goals. Managing all aspects of selected Nordic region Managed Partners this role is responsible for the execution of the company’s partner strategy, developing plans focused on pipeline generation, marketing and enablement, and driving alignment with Field Marketing and Sales teams across Nordic. This role is critical to the success of the EMEA region, identifying, developing and driving pipeline with Managed Partners and to discover and deliver incremental, partner-originated revenue opportunities for the region.

Reporting to the Senior Director Channels & Alliances EMEA, the Strategic Partner Account Manager, will apply insight and planning to drive Open Text industry and technology propositions with selected managed partners in order to generate a pipeline of incremental sales opportunities in support of Field Sales revenue goals. The Strategic Partner Account Manager, will support sales opportunities, marketing and services initiatives to create OpenText and Managed Partner regional alignment.

To achieve these objectives, the Strategic Partner Account Manager must work cross functionally through the various Open Text sales, marketing, services and support departments displaying direction and leadership to define and advance the overall team goals.

What you will do:

• Work closely with the Nordic region Marketing organization to drive business and pipeline growth with partners in support of the Nordic region sales team
• Focuses on strategic partnerships and strong execution to build long term value and sustainable success for both OpenText and its managed partners
• Contributes to the development of the Nordic region Managed Partner Strategy and Business Plan working with the Sales Directors and other stakeholders across the business
• Works closely with Field Marketing and Services Teams, to develop structured, enablement plans and marketing campaigns focused on partner-originated pipeline generation 
• Works independently to determine the best approach for achieving personal and team goals
• Interfaces with Senior Management inside OpenText to driver closer engagement between our respective sales, field marketing, professional services and customer services teams
• Understands the Managed Partner political structure, and builds senior executive champions to drive change and overcome hurdles
• Interfaces with and shares best practices with other regional partner leads and stakeholders


• Build a deeper, more strategic and sustainable partnership with select Managed Partners and GSI’s, and prepare to increase market share against our core competitors
• Responsible for meeting assigned sales and pipeline targets
• Implement a  structured and programmatic execution with a defined set of Managed Partners and in accordance with the OpenText Global Partner Program
• Develop strategies and leverage company resources to generate incremental partner-originated pipeline and to maximize sales volume and profit goals within selected Managed Partners
• Effectively engages and builds cooperative relationships with sales resources: SC team, Value Engineering, Global Alliances and Program teams, Product Units, Field Marketing, Professional Services, Customer Services, Legal, and executives as required on a Nordic region wide basis
• Understands the Managed Partners’ strategy, GTM and future direction
• Communicates business plans and updates through regular team meetings, conference calls, and reviews
• Owns an Nordic region Managed Partner shadow forecast for each Managed Partner
• Ensures commitment from the Managed Partner for pipeline generation and revenue goals, focus and capabilities, across the entire Nordic region business
• Takes ownership of personal development plan 


• Nordic region revenue and partner-originated pipeline

What it takes:

• Preferably a Bachelor’s Degree or equivalent. Further technology and/or business education a plus
• Proven track record of direct or virtual people management
• Requires related software, sales and partner management experience
• Previous enterprise software sales and management experience (both direct and indirect)
• Experience of working with large software vendors particularly SAP, Salesforce and Microsoft is attractive
• Proven track record of managing partners as well as strong success in personally developing partner relationships/ programmes with demonstrable results
• Knowledge of Enterprise Information Management or comparable market space, competitors, trends and related industries
• Previous experience successfully partnering with SI’s. Especially Accenture, Deloitte, Capgemini, Atos and other Nordic region SI's and technology partners such as Microsoft
• Proven history of being able to work independently and with cross-functional sales, marketing and engineering teams to achieve company and departmental objectives
• Strong business acumen and capable of developing and managing strategic plans with partner and company executives and challenging the status quo
• Proven history of analysing situations, employing creative and effective decision making to solve problems/achieve results
• Ability to excel in a team environment which emphasizes total cooperation and mutual respect
• Ability to present to both small and large audiences
• Outstanding written/verbal communication skills and excellent negotiating skills

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

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