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Senior Strategic Alliance Manager, Public Sector

Req id:  38472

Arlington, VA, US Gaithersburg, MD, US



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. 




This Senior Strategic Alliance Manager role will drive business growth and pipeline with partners in support of the company’s revenue goals. Managing all aspects of the relationship with a select number of US Public Sector for OT Cybersecurity Enterprise partners, primarily within the aligned System Integrator community.  

This role is responsible for the execution of the company’s partner strategy, developing plans focused on pipeline generation, marketing and enablement, program pursuit and program capture.   This role is critical to the success of the US Public Sector region, identifying, developing and driving pipeline with partners to discover and deliver incremental partner-originated opportunities. The successful candidate will apply insight and planning to develop and drive industry and technology propositions with partners in order to generate a pipeline of incremental sales opportunities to support revenue goals. To achieve the above objectives, the successful candidate will work closely with the VP, Sales North American, US Public Sector leadership team, and cross functionally through the various Open Text Sales, Marketing, Services and Support departments providing direction and leadership to define and advance agreed goals. 


• Work closely with the Sales and Marketing to drive incremental pipeline and revenue growth with partners
• Focus on developing strategic partnerships and strong execution to build long term value and sustainable success for both OpenText and its partners
• Contribute to the development of OpenText’s Partner Strategy and Business Plan working closely with Sales Directors and other stakeholders across the business
• Work on the development of structured enablement and marketing plans focused on generating partneroriginated pipeline and incremental revenue for OpenText
• Interface with Senior Management inside OpenText to driver closer engagement between our respective sales, field marketing, professional services and Support teams
• Build senior executive champions within partner organisations to drive change, overcome hurdles and drive revenue
• Interface with and share best practices with other regional partner leads and stakeholders Responsibilities:
• Build a deeper, more strategic and sustainable partnership with partners
• Meet assigned revenue and pipeline targets
• Implement structured plans with a defined set of partners in accordance with the OpenText Global Partner Programme
• Develop strategies and leverage company resources to generate incremental partner-originated pipeline to maximize revenue and profit goals
• Effectively engage and build cooperative relationships with cross functional teams
• Understand the our partners’ strategy and future direction and how it can be leveraged to drive revenue for OpenText
• Develop and communicate business plans and provide updates during regular reviews
• Secure commitment from partners for pipeline generation and revenue goals Measurement



• Preferably a Bachelor’s Degree or equivalent.
• A proven track record orchestrating teams in a matrix environment
• A minimum of 10 years related software, sales and partner management experience within the US Public Sector vertical
• Previous enterprise software sales and management experience (both direct and indirect)
• Proven track record of managing partners as well as strong success in personally developing partner relationships, propositions, programmes, marketing campaigns and Go to Market plans with demonstrable results
• Knowledge of the Cybersecurity market space, competitors, trends and related industries
• Previous experience of successfully partnering with global systems integrators such
• Proven history of being able to work independently and cross-functionally to achieve company, regional and departmental objectives
• Strong business acumen and capable of developing and managing strategic plans with partners and company executives.

• Proven history of analysing situations, employing creative and effective decision making to solve problems and achieve results
• Ability to excel in a team environment which emphasises total cooperation and mutual respect
• Ability to present to both small and large audiences
• Outstanding written and verbal communication skills 



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 Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

We believe that our values are the compass that steers us in the right direction and helps us stay true to our mission. These values will not only guide our everyday decisions but also influence our strategic direction and the way we work. They reflect who we are as individuals and as a collective force, uniting us in our shared purpose. 

We create economic growth that is inclusive and sustainable. 

The world’s most trusted companies trust OpenText, and we demonstrate this in our actions as individuals, as a company, and as technology. 

We build global communities of purpose and challenge by supporting each other to exceed expectations and solve complex problems. 

We set high standards and exceptions, to learn, to be better. 

We tap into our creativity to deliver incredible experiences for customers, to ourselves, and for our planet. 

We believe a workplace should be human above all else. We ask excellence of our employees and reward it by creating an environment that is welcoming, challenging and that encourages real growth and development, not empty platitudes, or trinkets.” - Mark Barrenechea, CEO & CTO

Nearest Major Market: Arlington Virginia
Nearest Secondary Market: Washington DC

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