Partner Account Manager

Your Impact:

Our Partner Account Managers (PAM) are responsible for the design & execution of our partner strategy in their assigned territory(North & East India region- primary focus on Delhi/NCR and East India region with additional territories in Kolkatta ,Uttar Pradesh,etc). 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, delivery skills development 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 primarily in North & secondary territories in East India with a strong focus on revenue growth.
• Manage & report 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 15+ 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.