Director, OEM Sales

Ref#: 23932

Function: Sales

Location: US, CA, San Mateo

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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:

OEM Business
The Senior Director, OEM Sales is responsible for all aspects of turning our business partnerships into true success for both OpenText and the partner company they are assigned to manage. The position must become these companies’ advocates at OpenText and OpenText’s advocate at these companies. The incumbent stays in close contact with these companies, with regular conversations and face-to-face visits, and must be familiar with their business strategies and product road maps so they can collaborate on how OpenText’s solutions most This position must ensure that OpenText internal resources are aware of and taking the right actions to meet our obligations, and with each OEM to ensure they do not lose sight of their obligations as well as what we have agreed to accomplish together. As a part of this process, this position will educate and remind OEM stakeholders from multiple functional areas including Marketing, Sales Engineering and other departments as necessary how OpenText can help them maximize their business success and satisfaction within their customer base.

You are great at:

? Develop strategies to maximize the volume of OpenText technology
? Create a candid, trusting, partnership-oriented relationship with partners
? Directs and coordinates multiple activities within the Original Equipment sales channel. Oversees senior sales personnel and has indirect sales people in his/her network
? Identify channel OEM business within all business units to develop and execute go-to-market programs to drive incremental revenue
? Reviews analysis of activities, costs, operations and forecast data to determine department progress toward stated goals and objectives
? Develops and implements strategic sales plans to accommodate corporate goals
? Directs staffing, training and performance evaluations to develop and control sales
? Be an expert on OpenText technology from a technical and clinical perspective, including the ability to effectively position and present its characteristics and benefits to OEM Sales and Marketing personnel

What it takes:

? Bachelor’s degree or equivalent experience
? 10+ years enterprise software sales experience, 5+ years developing OEM business
? Prior selling or leadership role for a larger application company (e.g. SAP, PeopleSoft, Siebel, and Oracle)
? Experience building business relationships with executive level and channel partners contacts
? Knowledge of the Enterprise Information Management market space, competitors and related industries
? Demonstrated ability to drive results through others while developing strategic market and segment plans
? Knowledge of accounts within the Eastern United States Sales Territory
? Travel within assigned territory is required

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 race, creed, color, national origin, ancestry, disability, marital status, sex, age, veteran status or sexual orientation. If you require accommodation at any time during the recruitment process please email Applicants have rights under Federal Employment Laws including but not limited to: Family and Medical Leave Act (FLMA), Equal Employment Opportunity  and Employee Polygraph Protection Act

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