Director, AWS Partner Alliance - US

OPENTEXT - THE INFORMATION COMPANY

OpenText 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. We're hiring talent AI can't replace to help us shape the future of information management. Join us.

Director, AWS Partner Alliance - US

• Preferred location: US - Seattle
  • Alternative: Toronto, Canada

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. We're hiring talent that AI can't replace to help us shape the future of information management. Join us.

The Opportunity:

Reporting to the Sr. Director, Strategic Cloud Partnerships, The Director, AWS Partner Alliance will be responsible for highly visible strategic relationship. Key focus is owning and driving GTM, pipeline & revenue conversion with AWS Marketplace and AWS Co-sell support and influence. This role will be expected to drive engagement with one of our largest strategic cloud partners sales, marketing and product teams to open new markets and co-innovation opportunities. Critical skill sets and experience include understanding of OpenText and AWS technology, enterprise software sales, SaaS, executive communication & engagements, and identifying and uncovering strategic growth opportunities. This role will also require the ability to create and cultivate lasting and trusting relationships internally and externally and establishing a positive and collaborative team environment.

Initially an Individual Contributor role collaborating with the extended partner organization globally, we are seeking a candidate that has the capacity to grow the team along with year-over-year business growth in partnership with AWS

Responsibilities:

• Demonstrated ability to deliver on pipeline and revenue targets in partnership with a cloud service provider (CSP), preferably AWS
• Creation, ownership and operationalize GTM & sales motions for new innovative strategic solutions in partnership with Opentext and AWS product, sales, marketing, and partnership teams
• Full ownership of the AWS partnership internally at Opentext, advocating for product co-innovation and new GTM strategy
• Engaging all stakeholders internally & externally to realize the business plan with AWS. Accountability for managing & reporting the progress to plan throughout the year.

• Drive, understand and own the application of partner incentive programs to increase incremental new revenue and convert a higher percentage of Opentext cloud pipeline to revenue
• Leveraging Marketplace and customer consumption commitment contracts, drive Co-sell support, partner sales compensation incentive and therefore grow partner sourced opportunities

• Previous enterprise software sales (SaaS) and management experience (both direct and indirect).
• Provide timely pipeline and forecast reporting feeding into the Partner and ELT weekly, monthly and quarterly reports.

• Applying a data driven approach to business planning & reporting
• Working with the sales leadership to define the market opportunity, strategy & business plan for AWS globally to craft win:win scenarios
• Learning & sharing best practices with other regional partner leaders, stakeholders and other CSP Alliance Leads

• Proven track record of direct or virtual people management.
• Experience working with large software vendors, particularly SAP and GSI's valuable
• Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results.
• Outstanding written/verbal communication skills and excellent negotiating skills and ability to present to both small and large audiences including Senior Executives and C-Level
• Ability to create leverage via your sphere of influence vs sphere of direct control

• Embracing process excellence & policy adherence.

• Strong business acumen and capable of developing and managing strategic plans with partner and company executives and challenging the status quo.

• Drive partner sales and product enablement and understanding of how to close partner quota to drive revenue growth
• Work collaboratively with regional Partner Development Mangers to support global pipeline growth, manage Opentext and partner sales engagement and event planning and QBR/MBR's
• Work directly with Opentext sales leadership and Account Executives to work collaboratively with Opentext Strategic Account Managers (SAM's) reporting to the Sr. Manager of Global Sales Alliances
• Leverage AI to automate partner engagement, pipeline, revenue and strategic growth.

What it takes:

• BA or BSc degree or equivalent, 10+ years experience in the software industry in a sales, partnership, channel management, or related role
• Experience in developing and executing strategic partnerships with business plans that produce tangible results
• Expertise and acumen in forging initiatives and go-to-market sales pipeline/opportunity development plans.
• Ability to effectively lead change initiatives, collaborate for mutual success and thrive in ambiguity.
• Creating and driving seamless execution of sales plays and demand gen plans
• Ability to identify, develop, champion, and execute strategic initiatives with highly complex partners
• Ability to lead a group of sales overlay professionals and provide mentorship and growth opportunities
• Experience working with and relationships with GSI partners a bonus
• AWS Sales Certification and AWS Cloud Architecture Certification is considered an asset

OpenText 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.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable AWS. 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 AWS.

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.

#LI-MF3

#LI-Remote

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.

Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. A summary of those benefits can be found on our Why Join Us page. As you move through the hiring process, we're happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

Salary Range: $x - $x; Depending on the candidate's education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted.