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OPENTEXT - THE INFORMATION COMPANY

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

AI-First. Future-Driven. Human-Centered.

At OpenText, AI is at the heart of everything we do powering innovation, transforming work, and empowering digital knowledge workers. We're hiring talent that AI can't replace to help us shape the future of information management. Join us.

About the role

This is a senior partner management role to drive business growth and pipeline with resellers and distributors in support of the company s revenue goals. Managing all aspects of the partners in the region, 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 and Sales teams in KSA. This role is critical to the success of the Emerging Markets region, identifying, developing and driving pipeline with partners and to discover and deliver incremental, partner-originated revenue opportunities for the region.

Reporting to the Director Channels & Alliances Emerging Markets, the Sr. Partner Account Manager, will apply insight and planning to drive OpenText industry and technology propositions with selected managed partners in order to generate a pipeline of incremental sales opportunities in support of Field Sales revenue goals. The Sr. Partner Account Manager, will support sales opportunities, marketing and services initiatives to create OpenText and partner regional alignment.

To achieve these objectives, the Sr. Partner Account Manager must work cross functionally through the various OpenText sales, marketing, services and support departments displaying direction and leadership to define and advance the overall team goals.

Scope

Work closely with the Middle East region Marketing organization to drive business and pipeline growth with partners in support of the KSA region sales team
Focuses on strategic partnerships and strong execution to build long term value and sustainable success for both OpenText and its managed partners
Contributes to the development of the KSA region Partner Strategy and Business Plan working with the Sales Director and other stakeholders across the business
Works closely with Field Marketing and Services Teams, to develop structured, enablement plans and marketing campaigns focused on partner-originated pipeline generation
Works independently to determine the best approach for achieving personal and team goals
Interfaces with Senior Management inside OpenText to driver closer engagement between our respective sales, field marketing, professional services and customer services teams
Understands the partners political structure, and builds senior executive champions to drive change and overcome hurdles
Interfaces with and shares best practices with other regional partner leads and stakeholders

Responsibilities

Build a deeper, more strategic and sustainable partnership with KSA resellers and distributors, and prepare to increase market share against our core competitors
Responsible for meeting assigned sales and pipeline targets
Implement a structured and programmatic execution with a defined set of partners and in accordance with the OpenText Partner Network
Develop strategies and leverage company resources to generate incremental partner-originated pipeline and to maximize sales volume and profit goals within selected partners
Effectively engages and builds cooperative relationships with sales resources: SC team, Value Engineering, Global Alliances and Program teams, Product Units, Field Marketing, Professional Services, Customer Services, Legal, and executives as required on a Middle East region wide basis
Understands the partners strategy, GTM and future direction
Communicates business plans and updates through regular team meetings, conference calls, and reviews
Owns an KSA region partner forecast for the channel business
Ensures commitment from the partners for pipeline generation and revenue goals, focus and capabilities, across the KSA region business

Responsibility to remain updated on partner activities and identify potential risks as changes take place that may contravene compliance or anti-corruption requirements

Takes ownership of personal development plan

Fluent in Arabic and English (written & spoken)

What You Will Bring

Preferably a Bachelor s Degree or equivalent. Further technology and/or business education a plus
Requires a minimum of several years of related software, sales and partner management experience
Previous enterprise software sales and management experience (both direct and indirect)
Experience of working with large software vendors particularly SAP, Salesforce and Microsoft is attractive
Proven track record of managing partners as well as strong success in personally developing partner relationships/ programs with demonstrable results
Knowledge of Enterprise Information Management or comparable market space, competitors, trends and related industries
Proven history of being able to work independently and with cross-functional sales, marketing and engineering teams to achieve company and departmental objectives
Strong business acumen and capable of developing and managing strategic plans with partner and company executives and challenging the status quo
Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results
Ability to excel in a team environment which emphasizes total cooperation and mutual respect
Ability to present to both small and large audiences
Outstanding written/verbal communication skills and excellent negotiating skills