Partner Account Manager

Your Impact:

• Our Partner Account Managers (PAM) are responsible for the design & execution of our partner strategy in their assigned territory (West India region- primary focus on Mumbai and additional territories in Pune, Gujarat.Reporting to the OpenText Channels & Alliances Manager for India, this role will focus initially on growing the revenue in India with our channel partners there.
• Success in this role requires a broad set of skills & experience spanning intelligence (IQ), people (EQ) and technology (TQ).
• The PAM will undertake territory & competitor analysis as part of the go-to-market (GTM) planning process, that feeds into a joint business plan spanning key activities such as enablement, demand generation, deal execution, development of the delivery skills and customer references. Pivotal to success is collaboration between both OpenText & partner stakeholders to focus on the right market opportunities and to deliver ongoing value to our joint customers.
• The PAM requires a sales-oriented skill set biased toward accountability, actionability and persistence. As part of the partnership development aspects critical to this role, it also requires a strong relationship building and a service-oriented skill set capable to assist and help the partner while ensuring Open Text goals are met in process of these of sales pursuits.
• In addition, the role requires internal collaboration and an ability to work cross-functionally with various Open Text resources including Sales, Presales, Marketing, OpenText Partner Network, Customer Support, Product Management, Sales operations and other support resources. Further, the PAM commands a strong understanding of the OpenText Solutions, the business value derived and can articulate the business transformation impact for our target markets.

What the Role Offers:

• Work with region sales teams to define the market opportunity, strategy & business plan for our strategic partners in West India with a strong focus on revenue growth.
• Manage & report on the progress to plan throughout the year.
• Engage all stakeholders internally & externally to realize the business plan.
• Understand the partners political structure and build senior executive champions to drive change and overcome hurdles.
• Coordinate & support enablement activities across various roles including sales & technical.
• Coordinate & support Demand Generation activities to grow pipeline.
• Manage localization requirements with the partner and OpenText product management.
• Learn & share best practices with other regional partner leaders and stakeholders.

Responsibilities:

• Build a deeper, more strategic and sustainable partnership with selected Partners and prepare to increase market share against our core competitors.
• Responsible for meeting assigned sales and pipeline targets.
• Implement a structured and programmatic execution with a defined set of Partners and in accordance with the OpenText Partner Network program.
• Communicate business plans and updates through regular team meetings, conference calls, and reviews.
• Ensure alignment between the partners forecast with OpenTexts.

Measurements

• India region revenue and partner-sourced pipeline
• Revenue growth Y/Y

What you Need to Succeed:

• Minimum of 12+ years of experience in field sales experience or related partner management and partner sales experience in IT industry(Software sales preferred) .
• Demonstrated track record to meet or exceed quotas, either in direct field sales roles or in partner management/partner sales roles.
• Strong process orientation & self-management capabilities
• Experience working with license sales teams at large software and/or SaaS vendors and/or highly desirable.
• Strong written and verbal skills including communication and presentation skills.
• Strong understanding of sales and marketing principles.
• Strong program and project management skills.
• 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.
• Ability to travel across the assigned territory as required to attend physical meetings, estimated to be an average of one week per month.
• Domain knowledge & experience in one of the product sectors in which we compete.
• Business fluency in English (written & spoken) with additional languages a bonus.