Director, Partner Account Management (US Public Sector)

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YOUR IMPACT

This is a senior partner management role to drive our US Public Sector business growth and pipeline with our Partner Eco-system in support of the company's revenue goals. OpenText is seeking a dynamic and strategic Director, to lead our Distributor & Reseller strategy, managing a major portion of our business. Reporting to the Vice President of Global Partners & Alliances, this role is pivotal in developing and executing strategies to expand our partner network, drive revenue growth, and enhance the overall reseller partner experience across our US Public Sector business.

Managing all aspects of US Public Sector Partner Business, this role is responsible for the execution of the company's partner strategy, developing plans focused on revenue and pipeline generation, marketing, and enablement, and driving alignment with Field Marketing, Sales teams and other organizational units across our US Public Sector business.

WHAT THE ROLE OFFERS

• Distributor Strategy: Developing and executing a comprehensive distributor strategy to achieve sales and revenue targets within the US Public Sector segment.
• Reseller Program Leadership: Lead the US Public Sector reseller program, ensuring that partners are equipped with the resources, tools, and support required to successfully sell OpenText solutions.
• Partner Recruitment and Management: Identify, recruit, onboard, and manage reseller partners, establishing productive and long-term relationships.
• Revenue Growth: Drive revenue growth through US Public Sector reseller channels by setting clear targets, monitoring performance, and implementing corrective measures when necessary.
• Market Expansion: Identify new market opportunities for Partner expansion, working with cross-functional teams to penetrate new markets effectively.
• Contract Negotiation: Negotiate agreements and contracts with partners, ensuring mutually beneficial terms and compliance with OpenText's policies and standards.
• Sales Enablement: Collaborate with the US Public Sector Sales and Marketing teams to provide training, marketing collateral, and support to reseller partners to maximize their sales effectiveness.
• Performance Monitoring: Develop key performance indicators (KPIs) and metrics to assess reseller program performance and make data-driven decisions to improve results.
• Compliance and Quality Assurance: Ensure that partners adhere to OpenText's quality standards, product knowledge, and ethical business practices.
• Team Leadership: Build, lead, and inspire a high-performing team responsible for executing the reseller program.
• Meeting assigned sales and pipeline targets
• Building a deep, more strategic and sustainable partnership with our Partners, managing a wider partner eco-system, and increasing market share against our competitors
• Developing strategies and leveraging company resources to generate incremental partner-originated pipeline and to maximize sales volume and profit goals within Partners
• Effectively engaging and building cooperative cross-functional relationships with internal resources: SC team, Value Engineering, Global Alliances and Program teams, Product Units, Field Marketing, Professional Services, Customer Services, Legal, and executives as required on an Iberia region wide basis
• Understanding the US Public Sector (Federal & SLED) Partners' strategy, GTM direction
• Ensuring commitment from the Partners for pipeline generation and revenue goals, focus and capabilities, across the entire Iberia region business
• Interfacing and sharing best practices with other regional partner leads and stakeholders

WHAT IT TAKES

• Proven track record of success in channel management, business development, or partner sales.
• Strong understanding of the software and technology industry, preferably with knowledge of Enterprise Information Management.
• Bachelor's degree in business, marketing, or a related field (MBA preferred).
• Exceptional leadership, strategic thinking, and negotiation skills.
• Proficiency in developing and executing strategic plans and business objectives.
• Ability to work collaboratively across various departments and functions.
• Strong analytical and problem-solving skills.
• Excellent communication and presentation skills.
• Based in the Greater DC/VA area
• US Citizenship required.
• Willingness to travel as needed.

ONE LAST THING
OpenText is more than just a corporation, it's a global community where trust is foundational, the bar is raised, and outcomes are owned. Our 30-year legacy encompasses delivering over 700 innovative products and services, with over 120,000 enterprise customers, including 98 of the Top 100 companies, and 150 million end users. We are excited to share that for the fifth year in a row, OpenText has been named one of the World's Best Employers by Forbes!

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.