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OpenText · 8 hours ago

Director, Google Partner Alliance - US

United States

Full-time

Remote

Director/Executive

$151K/yr - $248K/yr

10+ years exp

OpenText is a global leader in information management, where innovation, creativity, and collaboration are key components of their corporate culture. The Director, Google Partner Alliance will be responsible for managing strategic relationships with Google, focusing on driving go-to-market strategies, pipeline, and revenue conversion while fostering collaboration with internal and external stakeholders.

Artificial Intelligence (AI)ContentCyber SecurityData CenterData ManagementInformation ServicesInformation TechnologyNetwork SecuritySoftware

Responsibilities

Demonstrated ability to deliver on pipeline and revenue targets in partnership with a cloud service provider (CSP), preferably Google

Creation, ownership and operationalize GTM & sales motions for new innovative strategic solutions in partnership with Opentext and Google product, sales, marketing, and partnership teams

Full ownership of the Google partnership internally at Opentext, advocating for product co-innovation and new GTM strategy

Engaging all stakeholders internally & externally to realize the business plan with Google. Accountability for managing & reporting the progress to plan throughout the year

Drive, understand and own the application of partner incentive programs to increase incremental new revenue and convert a higher percentage of Opentext cloud pipeline to revenue

Leveraging Marketplace and customer consumption commitment contracts, drive Co-sell support, partner sales compensation incentive and therefore grow partner sourced opportunities

Previous enterprise software sales (SaaS) and management experience (both direct and indirect)

Provide timely pipeline and forecast reporting feeding into the Partner and ELT weekly, monthly and quarterly reports

Applying a data driven approach to business planning & reporting

Working with the sales leadership to define the market opportunity, strategy & business plan for Google globally to craft win:win scenarios

Learning & sharing best practices with other regional partner leaders, stakeholders and other CSP Alliance Leads

Proven track record of direct or virtual people management

Experience working with large software vendors, particularly SAP and GSI’s valuable

Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results

Outstanding written/verbal communication skills and excellent negotiating skills and ability to present to both small and large audiences including Senior Executives and C-Level

Ability to create leverage via your sphere of influence vs sphere of direct control

Embracing process excellence & policy adherence

Strong business acumen and capable of developing and managing strategic plans with partner and company executives and challenging the status quo

Drive partner sales and product enablement and understanding of how to close partner quota to drive revenue growth

Work collaboratively with regional Partner Development Mangers to support global pipeline growth, manage Opentext and partner sales engagement and event planning and QBR/MBR’s

Work directly with Opentext sales leadership and Account Executives to work collaboratively with Opentext Strategic Account Managers (SAM’s) reporting to the Sr. Manager of Global Sales Alliances

Leverage AI to automate partner engagement, pipeline, revenue and strategic growth

Qualification

Google technology understandingEnterprise software salesSaaS experienceStrategic partnership developmentGoogle Sales CertificationGoogle Cloud Architecture CertificationExecutive communicationBusiness acumenNegotiation skillsTeam collaborationProblem-solving

Required

BA or BSc degree or equivalent

10+ years experience in the software industry in a sales, partnership, channel management, or related role

Demonstrated ability to deliver on pipeline and revenue targets in partnership with a cloud service provider (CSP), preferably Google

Creation, ownership and operationalize GTM & sales motions for new innovative strategic solutions in partnership with Opentext and Google product, sales, marketing, and partnership teams

Full ownership of the Google partnership internally at Opentext, advocating for product co-innovation and new GTM strategy

Engaging all stakeholders internally & externally to realize the business plan with Google

Accountability for managing & reporting the progress to plan throughout the year

Drive, understand and own the application of partner incentive programs to increase incremental new revenue and convert a higher percentage of Opentext cloud pipeline to revenue

Leveraging Marketplace and customer consumption commitment contracts, drive Co-sell support, partner sales compensation incentive and therefore grow partner sourced opportunities

Previous enterprise software sales (SaaS) and management experience (both direct and indirect)

Provide timely pipeline and forecast reporting feeding into the Partner and ELT weekly, monthly and quarterly reports

Applying a data driven approach to business planning & reporting

Working with the sales leadership to define the market opportunity, strategy & business plan for Google globally to craft win:win scenarios

Learning & sharing best practices with other regional partner leaders, stakeholders and other CSP Alliance Leads

Proven track record of direct or virtual people management

Experience working with large software vendors, particularly SAP and GSI's valuable

Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results

Outstanding written/verbal communication skills and excellent negotiating skills and ability to present to both small and large audiences including Senior Executives and C-Level

Ability to create leverage via your sphere of influence vs sphere of direct control

Embracing process excellence & policy adherence

Strong business acumen and capable of developing and managing strategic plans with partner and company executives and challenging the status quo

Drive partner sales and product enablement and understanding of how to close partner quota to drive revenue growth

Work collaboratively with regional Partner Development Managers to support global pipeline growth, manage Opentext and partner sales engagement and event planning and QBR/MBR's

Work directly with Opentext sales leadership and Account Executives to work collaboratively with Opentext Strategic Account Managers (SAM's) reporting to the Sr. Manager of Global Sales Alliances

Leverage AI to automate partner engagement, pipeline, revenue and strategic growth