Partner Account Manager

Ref#: 15968

Function: Marketing

Location: Canada, ON, Toronto

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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:

This partner management role will drive business growth and pipeline with partners in support of the company’s revenue goals. Managing all aspects of the relationship with a select number of North American  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, Professional Services, Support and Sales teams across North America. This role is critical to the success of the North American region, identifying, developing and driving pipeline with partners to discover and deliver incremental partner-originated opportunities.

The successful candidate will apply insight and planning to develop and drive industry and technology propositions with partners in order to generate a pipeline of incremental sales opportunities to support revenue goals. 
To achieve the above objectives, the successful candidate will work closely with the VP, Sales North American partners and cross functionally through the various Open Text Sales, Marketing, Services and Support departments providing direction and leadership to define and advance agreed goals.

You are great at:


Work closely with the Sales and Marketing to drive incremental pipeline and revenue growth with partners 
Focus on developing strategic partnerships and strong execution to build long term value and sustainable success for both OpenText and its partners
Contribute to the development of OpenText’s Partner Strategy and Business Plan working closely with Sales Directors and other stakeholders across the business
Work on the development of structured enablement and marketing plans focused on generating partner-originated pipeline and incremental revenue for OpenText
Interface with Senior Management inside OpenText to driver closer engagement between our respective sales, field marketing, professional services and Support teams
Build senior executive champions within partner organisations to drive change, overcome hurdles and drive revenue

Responsibilities:

Meet assigned revenue and pipeline targets
Implement structured plans with a defined set of partners in accordance with the OpenText Global Partner Programme
Develop strategies and leverage company resources to generate incremental partner-originated pipeline to maximize revenue and profit goals 
Understand the our partners’ strategy and future direction and how it can be leveraged to drive revenue for OpenText 
Develop and communicate business plans and provide updates during regular reviews
Secure commitment from partners for pipeline generation and revenue goals

What it takes:


Preferably a Bachelor’s Degree or equivalent. 
A proven track record orchestrating teams in a matrix environment
A minimum of 7 - 10 years related software, sales and partner management experience
Previous enterprise software sales and management experience (both direct and indirect)
Experience of working with large ERP vendors particularly SAP, Microsoft and Oracle is attractive
Proven track record of managing partners as well as strong success in personally developing partner relationships, propositions, programmes, marketing campaigns and Go to Market plans with demonstrable results
Previous experience of successfully partnering with global systems integrators such as Accenture, Cap Gemini, CGI Logica, Deloitte and Atos as well as technology partners such as Microsoft and Value Added Resellers
Strong business acumen and capable of developing and managing strategic plans with partners and company executives
Ability to present to both small and large audiences
Outstanding written and verbal communication skills
Excellent negotiating skills

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At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of sex, national origin, disability or race. If you require accommodation at any time during the recruitment process please email accommodationrequests@opentext.com.

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