Partner Development Executive

About the role

OpenText is a global leader in information management where innovation, creativity, and collaboration drive the corporate culture. As a member of the team you will partner with highly regarded companies, tackle complex issues, and contribute to projects shaping the future of digital transformation. This role is on‑site at the OpenText Sales Center in Addison, Texas. As a Partner Development Executive you will drive growth across the strategic partner ecosystem, owning relationships with large national Value‑Added Resellers (VARs), serving as a trusted advisor to partner executives, and developing strategies that accelerate revenue, pipeline, and client success. You will combine strategic sales leadership, executive relationship management, and business development to shape how OpenText and its partners go to market together, working across a highly collaborative organization to identify new opportunities, influence partner investment, and create scalable go‑to‑market strategies that deliver measurable business outcomes. OpenText’s culture is built on trust, character, and purpose—acting ethically, caring deeply about people, putting clients first, succeeding through collaboration, tackling challenges with resilience, and innovating with intention.

Responsibilities

• Own and grow a portfolio of OpenText's most strategic national partners, developing trusted relationships with executive, sales, practice, and technical leadership.
• Develop and execute joint business plans that align OpenText priorities with partner strategies and create sustainable pipeline and revenue growth.
• Drive partner-originated and partner-influenced opportunities by identifying new business opportunities, expanding OpenText's share of wallet, and increasing adoption across strategic solution areas.
• Lead executive business reviews, QBRs, strategic planning sessions, and governance meetings to establish alignment, accountability, and long-term growth strategies.
• Mobilize cross-functional teams across Sales, Marketing, Solution Consulting, Professional Services, Client Success, Renewals, Distribution, and business units to execute partner initiatives and accelerate client outcomes.
• Develop partner enablement, co-selling, demand generation, and practice development strategies that strengthen partner capabilities and expand OpenText's market presence.
• Monitor partner performance, pipeline, forecasts, and business plan execution while identifying opportunities, risks, and actions needed to achieve growth objectives.

Requirements

• 8+ years of experience in channel sales, strategic alliances, partner development, ecosystem management, or enterprise software sales.
• Proven experience managing large technology partners, VARs, solution providers, GSIs, DMRs, or strategic alliances; experience with CDW, Insight, or SHI is preferred.
• Demonstrated success developing and executing partner business plans that generate measurable pipeline and revenue growth.
• Strong understanding of indirect sales models, partner ecosystems, distribution, cloud technologies, and enterprise software.
• Experience building and maintaining relationships with executive-level stakeholders and navigating complex, matrixed organizations.
• Strong business acumen with the ability to analyze market opportunities, develop strategies, forecast performance, and translate plans into measurable results.
• Exceptional communication, presentation, negotiation, collaboration, and relationship-building skills, with the ability to influence stakeholders across internal and external organizations.

Pay

Salary range: $99,000‑$148,000 + variable; actual salary may vary based on education, experience, skills, location, and internal/external market factors.

Benefits

• Thoughtfully designed benefits package supporting physical, emotional, and financial wellbeing.
• Variable and commission compensation opportunities for eligible roles.
• Vacation entitlement and paid time off.
• Potential eligibility for bonus or commissions.