Director Global Alliance, Oracle

Open Text is the world's largest independent provider of Enterprise Content Management software. The company's solutions manage information for all types of business, compliance and industry requirements in the world's largest companies, government agencies and professional service firms. Open Text supports approximately 46,000 customers and millions of users in 114 countries and 12 languages. For more information about Open Text, visit www.opentext.com.


Purpose of Position:
Responsible for managing team required for executing Oracle Global Alliance relationships at the strategic level and for implementing overall company Oracle partner strategy. Requirement to develop sales engagement strategies with key Oracle executives, develop and articulate value propositions, and execute in the field. Responsibility includes expansion of partner co-sell agreement in order to drive revenue and market share, successful management and growth of existing partner relationships. This includes working with most cross functional organizations: sales, marketing, development, operations, & services to coordinate successful support of existing partner relationships as it directly relates to the overall revenue objectives of the company.

Qualifications and Requirements
Education:
MBA Preferred, Bachelor’s Degree or equivalent

Experience Required:
Typically requires a minimum of 15 years of related experience

Required Knowledge:
• Previous enterprise software sales and management experience (both direct and indirect)
• Proven track record of managing partner teams as well as strong success in personally developing partner relationships/programs with demonstrable results in each role
• Knowledge of the Enterprise Content Management market space, competitors and related industries
• Demonstrated leadership, communication and interpersonal skills


Skills and Abilities:
• Proven history of being able to work independently and with cross-functional teams to achieve company objectives.
• Strong business acumen and capable of developing and managing strategic plans with partner and company executives.
• Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results.
• Ability to excel in a team environment which emphasizes total cooperation and mutual respect.
• Ability to present to both small and large audiences.
• Outstanding written/verbal communication skills and excellent negotiating skills.


Essential Duties and Responsibilities:
• Develop and implement joint go to sales engagement strategies with Oracle
• Drive joint strategies from headquarters through to field for optimal execution
• Manage the team of partner managers in the channel organization
• Develop and maintain a complete pipeline and forecast of Global Oracle opportunities
• Drive overall revenue and market share from partner relationships and Oracle
• Coordinate effectively with field sales and services in the revenue generation efforts with channel partners
• Ensure all necessary product/services enablement is delivered to assigned Oracle strategic partners
• Manage the partner “virtual team”, the extended team of OTEX and partner personnel to maximize execution
• Expand and develop existing partner relationships to effectively build Open Text’s presence within their sales efforts
• Ongoing coordination with all Open Text teams (marketing, engineering, operations, legal, sales and finance) to identify opportunities and ensure alignment of department objectives
• Drive license and influence revenue through strategic partners
• Other duties, projects and/or partnerships as assigned


Working Conditions:
General office environment with regular business hours from 8:30am – 5:00pm. Work outside of these hours may be necessary due to projects schedules and deadlines. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations can made to enable individuals with disabilities to perform the essential functions.


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We are pleased to be recruiting top talent for our client Open Text Corporation.


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