Partner Development Executive, Enterprise Cybersecurity

This is a fully remote position, open to applicants in Arizona, +1 more state.

📋 Description

• Take ownership of and nurture a portfolio of OpenText's key national partners.

• Establish trusted relationships with executives, practice leaders, sales management, and technical teams at partner organizations.

• Influence the investment priorities and long-term growth strategies of partners.

• Create and implement joint business plans that align with OpenText's go-to-market strategies.

• Initiate and drive pipeline creation efforts that are partner-originated and influenced.

• Enhance OpenText's market presence and wallet share within critical partner organizations.

• Conduct executive business reviews, quarterly business reviews, and strategic planning sessions.

• Set up executive sponsorship and governance frameworks.

• Advocate for partner interests within OpenText, while promoting OpenText's goals within partner organizations.

• Organize OpenText resources across Sales, Marketing, Services, Customer Success, Renewals, Distribution, Cloud, Cybersecurity, and Solution Consulting.

• Foster the adoption of OpenText solutions through various sales, marketing, and enablement strategies.

• Perform market, competitive, and ecosystem analyses.

• Identify and realize joint go-to-market opportunities.

• Align partner resources with target accounts and customer opportunities.

• Recruit and nurture executive champions.

• Coordinate initiatives for enablement, demand generation, co-selling, and practice development.

• Oversee partner readiness, enablement, certification, and business development programs.

• Support partner solution practices and service offerings.

• Lead pipeline reviews, forecast discussions, and executive governance meetings.

• Track the execution of business plans and partner performance; identify risks, barriers, and corrective actions.

⛳️ Requirements

• A minimum of 8 years of experience in channel sales, strategic alliances, partner development, ecosystem management, or enterprise software sales.

• Proven success in managing significant technology partners, solution providers, VARs, DMRs, GSIs, or strategic alliances.

• Preference for experience with CDW Corporation, Insight Enterprises, and SHI International Corporation.

• Demonstrated ability to create and execute partner business plans that yield measurable pipeline and revenue growth.

• Experience collaborating with executive stakeholders and navigating complex partner relationships.

• Strong knowledge of indirect sales models, partner ecosystems, distribution, cloud technologies, and enterprise software markets.

• Experience in developing enablement programs, co-selling frameworks, and go-to-market initiatives.

• Solid analytical, planning, forecasting, and business management skills.

• Exceptional communication, presentation, negotiation, and relationship-building abilities.

• Capability to influence and foster alignment within highly matrixed organizations.

• Bachelor's degree or equivalent professional experience.

• Willingness to travel approximately 30-50%.

• Preferred locations: Phoenix, AZ or Chicago, IL.

🏝️ Benefits

• Variable and commission compensation opportunities available for eligible positions.

• Vacation entitlement.

• Paid time off.

• Comprehensive benefits package that supports physical, emotional, and financial wellbeing.

• Reasonable accommodations for disabilities during the application or recruitment process.