Partner Account Manager - North India Region @ Opentext

Your Impact:

• Work with region sales teams to define the market opportunity, strategy & business plan for our strategic partners in primarily in North & secondary territories in East India with a strong focus on revenue growth.
• Manage & report the progress to plan throughout the year.
• Engage all stakeholders internally & externally to realize the business plan.
• Understand the partners political structure and build senior executive champions to drive change and overcome hurdles.
• Coordinate & support enablement activities across various roles including sales & technical.
• Coordinate & support Demand Generation activities to grow pipeline.
• Manage localization requirements with the partner and OpenText product management.
• Learn & share best practices with other regional partner leaders and stakeholders.

Responsibilities:

• Build a deeper, more strategic and sustainable partnership with selected Partners and prepare to increase market share against our core competitors.
• Responsible for meeting assigned sales and pipeline targets.
• Implement a structured and programmatic execution with a defined set of Partners and in accordance with the OpenText Partner Network program.
• Communicate business plans and updates through regular team meetings, conference calls, and reviews.
• Ensure alignment between the partners forecast with OpenTexts.

Measurements

• India region revenue and partner-sourced pipeline
• Revenue growth Y/Y

• Minimum of 15+ years of experience in field sales experience or related partner management and partner sales experience in IT industry( Software sales preferred)
• Demonstrated track record to meet or exceed quotas, either in direct field sales roles or in partner management/partner sales roles.
• Strong process orientation & self-management capabilities
• Experience working with license sales teams at large software and/or SaaS vendors and/or highly desirable.
• Strong written and verbal skills including communication and presentation skills.
• Strong understanding of sales and marketing principles.
• Strong program and project management skills.
• 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.
• Ability to travel across the assigned territory as required to attend physical meetings, estimated to be an average of one week per month.
• Domain knowledge & experience in one of the product sectors in which we compete.
• Business fluency in English (written & spoken) with additional languages a bonus.