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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:
Our Strategic Integration Managers (SIMs) are responsible for the design & execution of our Systems Integrator (SI) partner strategy in their assigned territory. Reporting to the OpenText Vice President Channels & Alliances for Asia Pacific, this role will focus initially on growing the revenue in India with our Systems Integration partners there.
Success in this role requires a broad set of skills & experience spanning intelligence (IQ), people (EQ) and technology (TQ).
The SIM will undertake territory & competitor analysis as part of the go-to-market (GTM) planning process, that feeds into a joint business plan spanning key activities such as enablement, demand generation, deal execution, delivery skills development and customer references.
Pivotal to success is collaboration between both OpenText & partner stakeholders to focus on the right market opportunities and to deliver ongoing value to our joint customers. The SIM requires a sales-oriented skill set biased toward accountability, actionability and persistence. As part of the partnership development aspects critical to this role, it also requires a bias toward relationship building and a service-oriented skill set capable to assist and help the partner while ensuring Open Text goals are met in process of these of sales pursuits.
In addition, the role requires internal collaboration and an ability to work cross-functionally with various Open Text resources including Sales, Presales, Marketing, Channels & Alliances, Customer Support, Professional Services, Product Management and other support resources. Further, the SIM commands a strong understanding of the OpenText Solutions, the business value derived and can articulate the business transformation impact for our target markets.
You are great at:
Work with sales leadership to define the market opportunity, strategy & business plan for our Systems Integration partners in India with a strong focus on revenue growth.
Manage & report the progress to plan throughout the year.
Engage all stakeholders internally & externally to realize the business plan.
Understand the partner’s political structure and build senior executive champions to drive change and overcome hurdles.
Coordinate & support enablement activities to train & education various roles including sales & technical consultants.
Coordinate & support Demand Generation activities to grow pipeline.
Manage localization requirements with the partner and OpenText product management.
Learn & share best practices with other regional partner leaders and stakeholders.
Build a deeper, more strategic and sustainable partnership with selected SI Partners and prepare to increase market share against our core competitors.
Co-develop joint go-to-market solutions with selected SI Partners
Responsible for meeting assigned sales and pipeline targets.
Implement a structured and programmatic execution with a defined set of SI Partners and in accordance with the OpenText Partner Network program.
Communicate business plans and updates through regular team meetings, conference calls, and reviews.
Ensure alignment between the partners forecast with OpenText’s.
India region revenue and partner-originated pipeline
Revenue growth Y/Y
What it takes:
Minimum of 12+ experience in field sales experience or related partner management and partner sales experience with organisations such as Accenture, TCS, Deloitte, TechM, Infosys, & HPE
Demonstrated track record to meet or exceed quotas, either in direct field sales roles or in partner management/partner sales roles.
Experience working with license sales teams’ at large software and/or SaaS vendors and/or highly desirable.
Strong written and verbal skills including communication and presentation skills.
Strong understanding of sales and marketing principles.
Strong program and project management skills.
Demonstrated experience in the development of enabling programs for sales, SI partners, and channels.
Demonstrated ability to articulate, communicate and educate external audiences including SI partners and customers, on the business-level value propositions of complex solutions and/or related software solution offerings.
Ability to travel across the assigned territory as required to attend physical meetings, estimated to be an average of one week per month.
OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at hr@opentext.com.
