RVP, Americas Channels and Alliances

OpenText - Toronto, ON (4 months ago)

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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:
Reporting to the Vice President, Global Channels & Alliances, the RVP, NA Channels & Alliances is responsible for strategically driving the channels and alliances relationships in NA for OpenText. This person will be responsible for driving the NA SAP BDM organization, which drives business with and through SAP. This person will also be responsible for the development and management of the Partner Account Manager team as it relates to the successful recruitment, retention, and management of the key strategic partners. This team will be responsible for delivering key strategic relationships with the intention of building partner originated pipeline and securing incremental revenues for OpenText. This team is also responsible for ensuring all program requirements and benefits are delivered and adhered to by the OpenText team and partner community.

You are great at:
  • Develop and drive strategic programs for use in all aspects of the channel strategy
  • Develop relationships within OpenText leadership to ensure the program aligns to current go to market models
  • Align closely with sales to drive incremental revenue through partners
  • Define and implement go-to-market strategies and success plans for each managed partner
  • Recruit, manage, and develop a team of people to manage key program deliverables
  • Work closely with the Regional Channel team and other stakeholders and their teams to drive incremental revenue and to secure given growth targets
  • Create and leverage deep, meaningful, and trusted relationships with partners for the benefit of OpenText
What it takes:
  • Strategy development, general business and go to market planning
  • Leverage the Corporation’s resources to drive incremental sales of OpenText industry, technology and solution propositions
  • Jointly develop new, differentiated value propositions and solutions to drive incremental revenues for OpenText
  • Work with field teams to support sales, marketing, and services initiatives and to create regional alignment between OpenText and its partners
  • Prepare and manage quarterly reviews with selected partners
  • Works closely with OpenText executive management, global and regional sales leaders, channel management, global and regional service and support leaders, product and R&D management as necessary to execute the Global Partner strategy and programs to drive incremental business
  • Apply insight, knowledge, and expertise to convince existing and prospective partners to include OpenText EIM platform in their reference architectures