Sr. Strategic Alliance Manager

About the role

The Senior Strategic Alliance Manager (SAM) at OpenText is responsible for designing and executing the partner strategy in their assigned territory. This role focuses on growing revenue with partners, particularly with SAP, and involves territory and competitor analysis, enablement, demand generation, deal execution, and customer reference development.

Responsibilities

• Work with sales leadership to define market opportunity, strategy, and business plan for the strategic partner in Israel, focusing on revenue growth.
• Manage and report progress to plan throughout the year.
• Engage all stakeholders internally and externally to realize the business plan.
• Understand the partner's political structure and build senior executive champions to drive change and overcome hurdles.
• Coordinate and support enablement activities to train and educate various roles including sales and technical consultants.
• Coordinate and support demand generation activities to grow pipeline.
• Manage localization requirements with the partner and OpenText product management.
• Learn and share best practices with other regional partner leaders and stakeholders.

Requirements

• Minimum of 5+ years of experience in field sales or related partner management and partner sales experience.
• Demonstrated track record to meet or exceed quotas, either in direct field sales roles or in partner management/partner sales roles.
• Experience working with license sales teams at SAP and large software/saas vendors.
• Strong written and verbal skills, including communication and presentation skills.
• Strong understanding of sales and marketing principles.
• Strong program and project management skills.
• Demonstrated ability to operate with all levels of an organization from CEO/MD down and with a high degree of diplomacy.
• Demonstrated experience in the development of enabling programs for sales and partner channel.
• Demonstrated ability to articulate, communicate, and educate external audiences including partners and customers on the business-level value propositions of complex solutions and/or related software solution offerings.
• Business fluency in Spanish & English (written & spoken).