OpenText is hiring a Partner Development Executive to lead strategy, growth, and execution for a portfolio of strategic partner relationships across the North American ecosystem. This remote role focuses on delivering measurable partner business outcomes through executive engagement, joint business planning, ecosystem activation, and partner pipeline creation across internal cross-functional teams.
How you will create impact
- Own and develop a portfolio of OpenText’s most strategic national partners.
- Build trusted executive relationships across 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, including net-new joint go-to-market opportunities.
- Expand OpenText market presence and increase share of wallet within strategic partner organizations.
- Lead executive business reviews, quarterly business reviews (QBRs), strategic planning sessions, pipeline reviews, forecast discussions, and executive governance meetings.
- Establish executive sponsorship and governance models that accelerate business outcomes.
- Act as the voice of the partner within OpenText while advocating OpenText’s strategic priorities within partner organizations.
Cross-functional orchestration and enablement
- Activate and coordinate resources across Sales, Marketing, Services, Customer Success, Renewals, Distribution, Cloud, Cybersecurity, and Solution Consulting teams.
- Ensure alignment between partner growth initiatives and field execution.
- Drive solution adoption through coordinated sales, marketing, and enablement motions.
- Develop annual and multi-year business plans for assigned strategic partners, including growth opportunities, investment priorities, and market expansion initiatives.
- Conduct market, competitive, and ecosystem analysis to guide partner strategy.
- Establish measurable objectives, success metrics, and governance frameworks.
- Coordinate enablement, demand generation, co-selling, and practice development initiatives.
- Lead partner readiness, enablement, certification, and business development programs; support creation and expansion of partner solution practices and service offerings.
- Collaborate with field sales teams to align partner resources with target accounts and customer opportunities.
- Identify risks, barriers, and corrective actions required to achieve growth targets.
What you bring
- 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 for experience with CDW Corporation, Insight Enterprises and SHI International Corporation.
- Proven track record 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.
Compensation and benefits
Salary Range: $125,000 - $150,000 per year plus commission.
OpenText also offers variable and commission compensation opportunities for eligible roles, along with a thoughtfully designed benefits package supporting your physical, emotional, and financial wellbeing. Additional benefits include vacation entitlement and paid time off.
Success looks like
- Partner-originated pipeline growth and partner-influenced pipeline growth.
- New logo acquisition.
- Revenue growth within assigned partners.
- OpenText share of wallet expansion.
- Joint business plan execution.
- Executive engagement and governance effectiveness.
- Partner enablement and capability development.
- Strategic initiative adoption and business impact.
Location: Remote (remote). Technologies: Cloud, Cybersecurity.
AI usage disclosure: OpenText uses artificial intelligence (AI) tools to assist in various stages of the recruitment process, including resume screening, candidate matching, interview scheduling, and communications.
