OpenText
OpenText - The Information Management Company
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.
AI-First. Future-Driven. Human-Centered.
At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We are hiring talent that AI can’t replace to help us shape the future of information management. Join us. The opportunity Reporting to the Sr. Manager, Global CSP Alliance Sales, this is a strategic growth role with Cloud Service Provider (CSP) partners in support of the company’s revenue goals. This role manages all aspects of Google, AWS and Microsoft in Germany and is responsible for the execution of the company’s partner GTM strategy, developing plans focused on pipeline generation, marketing and enablement, and driving alignment with Field Marketing and Sales teams across targeted regions. This role is critical to identifying, developing and driving pipeline, delivering incremental, partner-originated revenue opportunities, and driving a higher % cloud pipeline conversion leveraging Marketplaces, Cosell and partner influence. You are great at Demonstrated ability to deliver on pipeline and revenue targets in partnership with a cloud service provider (CSP) – Google, AWS and Microsoft Working closely with the regional sales and marketing organizations to drive business and pipeline growth with CSP partners in support of the regional sales teams’ and CSP team targets Understands CSP Marketplaces, Cosell support and partner influence and sales programs (migration support, customer cloud credits, POC requests) Works with CSP Business Development and Account Executive resources directly to discover customer propensity to buy and drive account mapping sessions with OpenText sales resources to define Cosell strategy Understands the region ownership of cloud market space by CSP partner to know where customer and ownership strengths/advantages exist Focuses on strategic partnerships and strong execution to build long term value and sustainable success for both OpenText and CSP partners Contributes to the development of the region CSP Partner Strategy and Business Plan working with the Sales Directors and other stakeholders across the business Works closely with Field Marketing and Sales Teams to develop structured enablement plans and marketing campaigns focused on partner-originated pipeline generation Works independently to determine the best approach for achieving personal and team goals in region Interfaces with Senior Sales Management inside OpenText to drive closer engagement between our respective sales, field marketing, and professional services teams Understands the CSP partner political structure, and builds senior executive champions to drive change and overcome hurdles in region Interfaces with and shares best practices with other regional partner leads and stakeholders Can attend local OpenText and Partner events and provide presentation support for products and services to customers by CSP What It Takes Experience of working with large software vendors, particularly Google, AWS and Microsoft Previous enterprise software sales (SaaS) and management experience (both direct and indirect) Understanding of CSP Marketplaces and transaction methodology Understanding of CSP sales methods, customer cloud commitment contracts and influence/programs available for OT Sales to leverage and close opportunities Developing sales opportunities and managing the pipeline in your region Proven track record of managing partners as well as strong success in personally developing partner relationships/programs with demonstrable results Knowledge of Enterprise Information Management or comparable market space, competitors, trends and related industries Previous experience partnering with local and international SI’s and technology partners that work with Microsoft, Google and AWS (e.g., SAP, Salesforce, Accenture, TCS) Proven ability to work independently and with cross-functional sales, marketing, product and engineering teams to achieve company and departmental objectives Strong business acumen and ability to develop and manage strategic plans with partner and company executives Proven history of analyzing situations and using creative, effective decision making to solve problems and achieve results Outstanding written/verbal communication skills and excellent negotiating skills with ability to present to small and large audiences 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. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please submit a ticket at Ask HR. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText’s vibrant workplace. Roles requiring a significant amount of trust may require criminal history verification. Please ask your Talent Acquisition Advisor for more information if you have any questions. OpenText does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract and a signed search assignment between Open Text and the recruitment agency or party requesting payment of a fee. Seniority level Mid-Senior level Employment type Full-time Job function Sales and Business Development Industries: Software Development Referrals increase your chances of interviewing at OpenText by 2x Get notified about new Account Representative jobs in Germany.
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At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We are hiring talent that AI can’t replace to help us shape the future of information management. Join us. The opportunity Reporting to the Sr. Manager, Global CSP Alliance Sales, this is a strategic growth role with Cloud Service Provider (CSP) partners in support of the company’s revenue goals. This role manages all aspects of Google, AWS and Microsoft in Germany and is responsible for the execution of the company’s partner GTM strategy, developing plans focused on pipeline generation, marketing and enablement, and driving alignment with Field Marketing and Sales teams across targeted regions. This role is critical to identifying, developing and driving pipeline, delivering incremental, partner-originated revenue opportunities, and driving a higher % cloud pipeline conversion leveraging Marketplaces, Cosell and partner influence. You are great at Demonstrated ability to deliver on pipeline and revenue targets in partnership with a cloud service provider (CSP) – Google, AWS and Microsoft Working closely with the regional sales and marketing organizations to drive business and pipeline growth with CSP partners in support of the regional sales teams’ and CSP team targets Understands CSP Marketplaces, Cosell support and partner influence and sales programs (migration support, customer cloud credits, POC requests) Works with CSP Business Development and Account Executive resources directly to discover customer propensity to buy and drive account mapping sessions with OpenText sales resources to define Cosell strategy Understands the region ownership of cloud market space by CSP partner to know where customer and ownership strengths/advantages exist Focuses on strategic partnerships and strong execution to build long term value and sustainable success for both OpenText and CSP partners Contributes to the development of the region CSP Partner Strategy and Business Plan working with the Sales Directors and other stakeholders across the business Works closely with Field Marketing and Sales Teams to develop structured enablement plans and marketing campaigns focused on partner-originated pipeline generation Works independently to determine the best approach for achieving personal and team goals in region Interfaces with Senior Sales Management inside OpenText to drive closer engagement between our respective sales, field marketing, and professional services teams Understands the CSP partner political structure, and builds senior executive champions to drive change and overcome hurdles in region Interfaces with and shares best practices with other regional partner leads and stakeholders Can attend local OpenText and Partner events and provide presentation support for products and services to customers by CSP What It Takes Experience of working with large software vendors, particularly Google, AWS and Microsoft Previous enterprise software sales (SaaS) and management experience (both direct and indirect) Understanding of CSP Marketplaces and transaction methodology Understanding of CSP sales methods, customer cloud commitment contracts and influence/programs available for OT Sales to leverage and close opportunities Developing sales opportunities and managing the pipeline in your region Proven track record of managing partners as well as strong success in personally developing partner relationships/programs with demonstrable results Knowledge of Enterprise Information Management or comparable market space, competitors, trends and related industries Previous experience partnering with local and international SI’s and technology partners that work with Microsoft, Google and AWS (e.g., SAP, Salesforce, Accenture, TCS) Proven ability to work independently and with cross-functional sales, marketing, product and engineering teams to achieve company and departmental objectives Strong business acumen and ability to develop and manage strategic plans with partner and company executives Proven history of analyzing situations and using creative, effective decision making to solve problems and achieve results Outstanding written/verbal communication skills and excellent negotiating skills with ability to present to small and large audiences 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. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please submit a ticket at Ask HR. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText’s vibrant workplace. Roles requiring a significant amount of trust may require criminal history verification. Please ask your Talent Acquisition Advisor for more information if you have any questions. OpenText does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract and a signed search assignment between Open Text and the recruitment agency or party requesting payment of a fee. Seniority level Mid-Senior level Employment type Full-time Job function Sales and Business Development Industries: Software Development Referrals increase your chances of interviewing at OpenText by 2x Get notified about new Account Representative jobs in Germany.
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