Senior Strategic Alliance Manager

🕒 October 15

🇺🇸 United States – Remote

💵 $150.3k - $225.5k / year

⏰ Full Time

🟠 Senior

👔 Manager

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OpenText

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1991

🏢 Enterprise

☁️ SaaS

🤝 B2B

💰 $1G Post IPO debt on 2022-12

Enterprise • SaaS • B2B

OpenText is a Canadian enterprise software company that provides enterprise information management solutions and cloud-based services. It offers products for enterprise content management, document and records management, information governance, collaboration, and related IT/cloud operations, serving business customers with both on-premises and SaaS delivery models. The company's public materials emphasize enterprise-focused careers, cloud and IT operations, client success, and professional services.

📋 Description

• Own and grow OpenText's strategic relationship with Capgemini • Develop and execute the alliance strategy and comprehensive alliance business plan • Build executive and field-level relationships across Capgemini • Drive joint go-to-market initiatives generating pipeline, revenue, and long-term growth • Serve as the primary liaison between OpenText and Capgemini • Partner with Sales, Marketing, Professional Services, Product Management, Customer Success, and Executive Leadership • Identify opportunities to position OpenText solutions within Capgemini-led transformation programs and strategic client engagements • Establish governance models, executive sponsorship, and regular business reviews • Drive partner-sourced, partner-influenced, and partner-attached revenue opportunities • Create joint sales plays and lead account mapping exercises • Develop repeatable industry and solution offerings combining OpenText and Capgemini capabilities • Coordinate joint customer workshops, executive briefings, marketing campaigns, webinars, industry events, and customer references • Educate and enable Capgemini sales, pre-sales, consulting, and delivery organizations on OpenText platforms and value propositions • Track, communicate, and report alliance performance metrics • Conduct quarterly business reviews and executive steering committee meetings

🎯 Requirements

• 8+ years of experience in strategic alliances, channel leadership, business development, enterprise software sales, or partner management • Experience managing relationships with Capgemini or another major Global Systems Integrator (GSI) • Existing relationships within Capgemini strongly preferred • Proven success developing revenue-generating alliance programs and strategic partnerships • Strong enterprise software, SaaS, Cloud, AI, Information Management, or Cybersecurity experience • Demonstrated experience with co-selling motions, joint account planning, and large enterprise pursuits • Ability to navigate large, matrixed organizations and influence stakeholders without direct authority • Strong executive presence and ability to engage senior leaders internally and externally • Excellent communication, presentation, negotiation, and relationship management skills • Strong program and project management capabilities

🏖️ Benefits

• Variable and commission compensation opportunities for eligible roles • Vacation entitlement • Paid time off • Comprehensive benefits package supporting physical, emotional, and financial wellbeing • Reasonable accommodation and disability assistance during the application or recruiting process • Equal employment opportunity and inclusive workplace