OPENTEXT - THE INFORMATION COMPANY
As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management.
OpenText is seeking a Vice President, Global Strategic Integrators responsible for a comprehensive go to market strategy, organizational structure, and revenue globally across all geographic regions. The global GSI VP will have a growing team focused on GSI strategy and the execution of programs to grow the GSI network, impact and pipeline that aligns with our strategic direction to develop long term high value sustainable relationships.
The VP of GSIs and the team are expected to work cross functionally and collaborate with sales, marketing, services, and training/enablement teams to build a fully integrated GSI partner ecosystem. This person will be responsible for the development and management of the GSI team as it relates to the successful recruitment, retention, and management of designated key strategic alliances. Further, this leadership role will focus on the development of Global Systems Integrators Q+2 pipeline and revenue outlook that can compliment and supplement direct sales driven opportunities. This role is a front line level general management role that is a high impact, quota carrying KPIs, sales management position that plays an integral role in the success of the overall field team and company building partner originated pipeline and securing incremental revenues for OpenText.
You are great at:
Global oversight to drive strategic relationships with our designated Global System Integrators (GSI)
Strategic Partner and Development program(s) from inception to scale, providing ongoing support to operationalize, increase efficiency and improve productivity.
Establish and oversee the development of business metrics and measurements to ensure goal achievement and business continuity with the GSIs based on predefined metrics by required OpenText
Collaborate with other parts of the organization including Product Management, Product Marketing, and Sales to define strategy and leverage activity with GSI partners
Strengthening partnerships by continually researching new business opportunities, models and trends to establish OpenText as a "first mover" with GSIs
Develop relationships within OpenText leadership to ensure the GSI program aligns and supports sales strategies and solution orientation by business unit and their current go to market business models for both on and off cloud revenue streams
Define appropriate go-to-market for each key GSI alliance including business plans, executive dashboarding and solution and coverage heatmaps
Recruit, manage, and develop a team of people to manage key program deliverables
Work closely with the Regional Channel team and other stakeholders to drive incremental revenue and to secure given growth targets
Create and leverage deep, meaningful, and trusted relationships with GSI partners for the benefit of OpenText
What it takes:
A systematic, results-driven technical executive with extensive experience building and managing partnerships with global and domestic entities.
Skilled in developing and executing strategic business plans to capitalize on sales initiatives and new business opportunities to meet or exceed sales targets and revenue goals.
An engaging manager and technical leader with notable expertise instituting repeatable processes, industry best practices, and extensive research techniques to capitalize on opportunities to increase revenue streams via global systems integrators
An articulate communicator skilled in building and strengthening relationships across functions to drive cohesive, strategic operations.
Strategy development, general business and go to market planning
Ability to collaborate and leverage the Corporation's resources to drive incremental sales of OpenText industry, technology and solution propositions
Develop new, differentiated value propositions and solutions with Global Systems Integrators to drive incremental revenues for both parties establishing Opentext as the definitive reference architecture partner for delivery of Enterprise Information Management
Work with field teams to support sales, marketing, and services initiatives and to create regional alignment between OpenText and its partners
Prepare and manage quarterly reviews with all global system integrators
Work closely with OpenText executive management, global and regional sales leaders, channel management, global and regional service and support leaders, product and R&D management as necessary to execute the Global Systems Integrator Partner
At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of race, creed, color, national origin, ancestry, disability, marital status, sex, age, veteran status or sexual orientation. If you require accommodation at any time during the recruitment process please email firstname.lastname@example.org. Applicants have rights under Federal Employment Laws including but not limited to: Family and Medical Leave Act (FLMA), Equal Employment Opportunity and Employee Polygraph Protection Act