Senior Strategic Alliance Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership and nurture OpenText's strategic partnership with Capgemini.

• Formulate and implement the alliance strategy alongside a detailed alliance business plan.

• Foster executive and field-level connections throughout Capgemini.

• Lead collaborative go-to-market initiatives to generate pipeline, revenue, and sustainable growth.

• Act as the main point of contact between OpenText and Capgemini.

• Collaborate with Sales, Marketing, Professional Services, Product Management, Customer Success, and Executive Leadership.

• Identify avenues to position OpenText solutions in Capgemini-driven transformation initiatives and key client engagements.

• Create governance structures, secure executive sponsorship, and conduct regular business reviews.

• Propel partner-sourced, partner-influenced, and partner-attached revenue opportunities.

• Develop collaborative sales strategies and oversee account mapping initiatives.

• Design repeatable industry and solution offerings that merge OpenText and Capgemini capabilities.

• Organize joint customer workshops, executive briefings, marketing initiatives, webinars, industry events, and customer testimonials.

• Educate and equip Capgemini's sales, pre-sales, consulting, and delivery teams on OpenText platforms and their value propositions.

• Monitor, relay, and report on alliance performance metrics.

• Conduct quarterly business reviews and lead executive steering committee meetings.

⛳️ Requirements

• Over 8 years of experience in strategic alliances, channel leadership, business development, enterprise software sales, or partner management.

• Background in managing relationships with Capgemini or another prominent Global Systems Integrator (GSI).

• Existing connections within Capgemini are highly preferred.

• Proven track record in developing revenue-generating alliance programs and strategic partnerships.

• Strong experience in enterprise software, SaaS, Cloud, AI, Information Management, or Cybersecurity.

• Demonstrated ability in co-selling motions, joint account planning, and pursuing large enterprise opportunities.

• Capability to navigate extensive, matrixed organizations and influence stakeholders without direct authority.

• Strong executive presence with the ability to engage senior leaders both internally and externally.

• Excellent skills in communication, presentation, negotiation, and relationship management.

• Strong program and project management skills.

🏝️ Benefits

• Variable and commission-based compensation opportunities for qualifying positions.

• Vacation entitlement.

• Paid time off.

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

• Reasonable accommodations and disability assistance during the application or recruitment process.

• Commitment to equal employment opportunity and fostering an inclusive workplace.