RVP, Business Development & Partnerships

We are seeking a dynamic and strategic Regional Vice President of Business Development to lead and expand our global Channels and Alliances ecosystem. This executive will be responsible for identifying, developing, and managing strategic partnerships that drive revenue growth, market expansion, and customer success across OpenText's portfolio.

In this pivotal role, you'll be responsible for developing and executing a comprehensive partner business development GTM strategy, focusing on recruitment, co-selling and enablement with key technology partners, system integrators, and channel partners. You will build and lead a high-performing team of partner sales managers, foster strong relationships with our partners, and ensure the successful delivery of OpenText's solutions.

Key Responsibilities

• Strategic Partner Development: Identify and cultivate high-impact partnerships with technology alliances, system integrators, channel partners and managed service providers.

• Partner Recruitment & Management: Identify, recruit, and onboard new strategic partners to expand OpenText's Ecosystem contribution. Cultivate and maintain strong, productive relationships with existing partners, ensuring their success and loyalty.

• Go-to-Market Execution: Collaborate with cross-functional teams (Sales, Marketing, Product, Legal) to build joint GTM strategies, solution offerings, and enablement programs with partners.

• Revenue Growth: Drive significant revenue growth through partner-led sales initiatives, achieving and exceeding regional sales targets. Develop and execute joint business plans with key partners to maximize opportunities.

• Performance Management: Establish OKRs and governance models to measure partner success, pipeline contribution, and ROI.

• Executive Engagement: Represent OpenText in partner executive engagement , executive forums and industry events. Establish and nurture a trusted relationship with internal cross-functional leaders and senior stakeholders across assigned partners.

• Enablement & Training: Ensure partners are fully enabled to effectively position, sell, and support OpenText's solutions. This includes working with internal cross-functional teams to provide assigned partners with comprehensive training programs, sales tools, and technical resources.

• Team Leadership: Recruit, mentor, and lead a high-performing team of partner managers, fostering a culture of collaboration, accountability, and continuous improvement.

• Cross-functional Collaboration: Work closely with OpenText's sales, marketing, professional services, and product teams to ensure seamless partner engagement and customer success.

• Market Analysis: Monitor market trends, competitor activities, and partner landscape to identify new opportunities and challenges.

• Reporting & Forecasting: Provide accurate forecasts and regular reports on partner performance, pipeline, and strategic initiatives to the SVP of the Partner Organization and other stakeholders.

Qualifications

• 10+ years of progressive experience in partner leadership roles in business development, alliances, or channel leadership roles within enterprise software or technology companies.

• 5+ years directly managing partner business managers. Exceptional leadership skills with experience building, managing, and motivating high-performing teams.

• Ability to lead cross-functional teams and influence without direct authority.

• Proven track record of building and scaling successful partner programs and exceeding revenue targets.

• Experienced operator with proven success managing business development and driving growth across a variety of partner segments - Technology/ISV, SI and Channel.

• Deep understanding of various partner models, including VARs, SIs, MSSPs, and technology alliances.

• Excellent communication, presentation, and interpersonal skills, with the ability to build rapport and influence at all levels.

• Strategic thinker with a strong analytical mindset and problem-solving abilities.

• Ability to travel frequently as required.

• Bachelor's Degree