Hiring Manager: Wolf Valtiner

Talent Acquisition Advisor: Terry Browne

Job Code Level: SQP5

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The SAP Strategic Alliances Manager (SAM) is responsible for delivering revenue and pipeline fulfillment against a defined quota for SAP-related solutions in their assigned territory.

This role reports to the OpenText Director of SAP Business Development (EMEA). The Business Development function sits within the Alliances organization, reporting through to the VP Global Channels and Alliances at OpenText. The SAM territory assignment will align geographically to SAP Germany to ensure effective coverage of the partner’s field resources and GTM execution structure.
This is a sales-oriented role objectified to develop an assigned territory and set of SAP accounts. It requires heavy collaboration with the SAP field sales organization to create partnering opportunities for joint sales activity and engagements. To achieve this objective, the SAM works outbound with SAP field stakeholders in their assigned territory to drive the execution of a joint business plan spanning key activities such as enablement, territory analysis & planning, demand generation, deal execution, delivery skills development and customer references. As a part of this process, they engage in local events, sales meetings, account planning sessions, local marketing events, etc. to evangelize and educate their SAP field counterparts on Open Text. They engage in early stage opportunities to qualify and solidify the value proposition of Open Text for the customer to establish the sales cycle.

To successfully build the territory accounts and resultant pipeline and revenue, the SAM role requires a sales-oriented skill set biased toward accountability, actionability and persistence. As part of the partnership development aspects critical to this role, it also requires a bias toward relationship building and a service-oriented skill set capable to assist and help the partner while ensuring Open Text goals are met in process of these of sales pursuits.

What you will be doing:

• Develop regional plan to attain pipeline and revenue goals for the region
• Monitor and manage pipeline and revenue plan progress to ensure attainment of revenue goals
• Manage relations and interface with key SAP field stakeholders to create high-value, field-level relationships that ensure adequate pipeline to meet revenue goals
• Participate in joint activities to create pipeline—networking, joint planning, and targeted sales campaigns in their territory
• Support SAP & OpenText Account Executives to evaluate and diagnose customer requirements to qualify opportunity fit for Open Text’s suite of SAP solutions
• Co-sell OpenText SAP solutions with OpenText and SAP Account Executives
• Establish the solution fit, initial strategy and vision for the prospect in early stages of sales cycles to enable hand-off to Sales AE’s and Presales in the sales cycle process
• Partner selection / acquisition / validation together with regional Channel organization, in coordination with SAP, Alliances and Professional Services, and then monitoring the execution of the business plan together with regional Alliances organization

Position requirements

• Business level English language.
• Experience in field sales experience or related partner management and partner sales experience
• Demonstrated track record to meet or exceed quotas, either in direct field sales roles or in partner management/partner sales roles
• Experience working with license sales teams at SAP or other large ERP vendors and related markets highly desirable
• Strong understanding of sales and marketing principles
• Demonstrated experience in the development of enabling programs for sales and partner channel
• Demonstrated ability to articulate, communicate and educate external audiences including partners and customers, on the business-level value propositions of complex solutions and/or related software solution offerings

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.

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