Partner Account Representative

OPENTEXT - THE INFORMATION MANAGEMENT COMPANYOpenText 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.

Were hiring talent that AI cant replace to help us shape the future of information management. Join us. The opportunityReporting to the Sr.

Manager, Global CSP Alliance Sales, this is a strategic growth role with Cloud Service Provider (CSP) partners in support of the companys revenue goals. Managing all aspects of Google, AWS and Microsoft in Germany this role is responsible for the execution of the companys partner GTM strategy, developing plans focused on pipeline generation, marketing and enablement, and driving alignment with Field Marketing and Sales teams across targeted regions. This role is critical to the success of identifying, developing and driving pipeline and to discover and deliver incremental, partner-originated revenue opportunities and driving a higher % cloud pipeline conversion leveraging Marketplace(s), Cosell and partner influence.

You are great atDemonstrated ability to deliver on pipeline and revenue targets in partnership with a cloud service providers (CSP) - Google, AWS and MicrosoftWorking closely with the regional sales and marketing organizations to drive business and pipeline growth with CSP partners in support of the regional sales teams and CSP team targetsUnderstands CSP Marketplace(s), Cosell support and partner influence and sales programs (migration support, customer cloud credits, POC requests)Works with CSP Business Development and Account Executive resources directly to discover customer propensity to buy and drive account mapping sessions with Opentext sales resources to define Cosell strategyUnderstands the region ownership of cloud market space by CSP partner to know where customer and ownership strengths/advantages existFocuses on strategic partnerships and strong execution to build long term value and sustainable success for both OpenText and CSP partners. Contributes to the development of the region CSP Partner Strategy and Business Plan working with the Sales Directors and other stakeholders across the businessWorks closely with Field Marketing and Sales Teams, to develop structured enablement plans and marketing campaigns focused on partner-originated pipeline generationWorks independently to determine the best approach for achieving personal and team goals in regionInterfaces with Senior Sales Management inside OpenText to drive closer engagement between our respective sales, field marketing, and professional services teamsUnderstands the CSP partner political structure, and builds senior executive champions to drive change and overcome hurdles in regionInterfaces with and shares best practices with other regional partner leads and stakeholdersCan attend local Opentext and Partner events and provide presentation support for products and services to customers by CSPWhat it takesExperience of working with large software vendors particularly Google, AWS and MicrosoftPrevious enterprise software sales (SaaS) and management experience (both direct and indirect)Understanding of CSP Marketplaces and transaction methodologyUnderstanding of CSP sales methods, customer cloud commitment contracts and influence/programs available for OT Sales to leverage and close opportunitiesDeveloping sales opportunities and managing the pipeline in your regionProven track record of managing partners as well as strong success in personally developing partner relationships/ programs with demonstrable resultsKnowledge of Enterprise Information Management or comparable market space, competitors, trends and related industriesPrevious experience of successfully partnering with local and international SIs and technology partners that work with Microsoft, Google and AWS (SAP, Salesforce, Accenture, TCS etc)Proven history of being able to work independently and with cross-functional sales, marketing product and engineering teams to achieve company and departmental objectivesStrong business acumen and capable of developing and managing strategic plans with partner and company executives and challenging the status quoProven history of analyzing situations, employing creative and effective decision making to solve problems/achieve resultsOutstanding written/verbal communication skills and excellent negotiating skills and ability to present to both small and large audiences OpenTexts 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.

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Roles requiring a significant amount of trust may require criminal history verification. Please ask your Talent Acquisition Advisor for more information if you have any questions. OpenText does not seek or accept unsolicited resumes or CVs from recruitment agencies.

We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract and a signed search assignment between Open Text and the recruitment agency or party requesting payment of a fee.

Information :

• Company : OpenText
• Position : Partner Account Representative
• Location : Deu
• Country : ID