Partner Development Executive, Enterprise Cybersecurity

🔥 18 hours ago

🌵 Arizona, Illinois – Remote

🌵 Arizona – Remote 🌽 Illinois – Remote

💵 $125k - $150k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🤝 Client Partner

👻 Ghost score 0%

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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 develop a portfolio of OpenText's most strategic national partners • Build trusted relationships with partner executives, practice leaders, sales management, and technical leadership teams • Influence partner investment priorities and long-term growth strategies • Develop and execute joint business plans aligned to OpenText go-to-market priorities • Drive partner-originated and partner-influenced pipeline creation initiatives • Expand OpenText market presence and share of wallet within strategic partner organizations • Lead executive business reviews, quarterly business reviews, and strategic planning sessions • Establish executive sponsorship and governance models • Represent partner interests within OpenText and OpenText priorities within partner organizations • Coordinate OpenText resources across Sales, Marketing, Services, Customer Success, Renewals, Distribution, Cloud, Cybersecurity, and Solution Consulting • Drive adoption of OpenText solutions through sales, marketing, and enablement motions • Conduct market, competitive, and ecosystem analysis • Identify and activate joint go-to-market opportunities • Align partner resources with target accounts and customer opportunities • Recruit and develop executive champions • Coordinate enablement, demand generation, co-selling, and practice development initiatives • Lead partner readiness, enablement, certification, and business development programs • Support partner solution practices and service offerings • Lead pipeline reviews, forecast discussions, and executive governance meetings • Monitor business plan execution and partner performance; identify risks, barriers, and corrective actions

🎯 Requirements

• 8+ years of experience in channel sales, strategic alliances, partner development, ecosystem management, or enterprise software sales • Demonstrated success managing large technology partners, solution providers, VARs, DMRs, GSIs, or strategic alliances • Preference to experience with CDW Corporation, Insight Enterprises and SHI International Corporation • Proven track record of creating and executing partner business plans that generate measurable pipeline and revenue growth • Experience working with executive stakeholders and managing complex partner relationships • Strong understanding of indirect sales models, partner ecosystems, distribution, cloud technologies, and enterprise software markets • Experience developing enablement programs, co-selling frameworks, and go-to-market initiatives • Strong analytical, planning, forecasting, and business management capabilities • Excellent communication, presentation, negotiation, and relationship-building skills • Ability to influence and drive alignment within highly matrixed organizations • Bachelor's degree or equivalent professional experience • Willingness to travel approximately 30-50% • Preferred location: Phoenix, AZ or Chicago, IL

🏖️ Benefits

• Variable and commission compensation opportunities for eligible roles • Vacation entitlement • Paid time off • Comprehensive benefits package supporting physical, emotional, and financial wellbeing • Reasonable accommodations for disabilities during the application or recruiting process