Partner Development Executive, Enterprise Cybersecurity

OPENTEXT - THE INFORMATION 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 AI can't replace to help us shape the future of information management. Join us.

Partner Development Executive - Strategic Partners

Your Impact

OpenText is seeking a high-performing Partner Development Executive (PDE) to lead the strategy, growth, and execution of a portfolio of our most strategic partner relationships across the North American ecosystem.

This role is responsible for developing and expanding business with large national Value-Added Resellers (VARs) and collaborating with our partner ecosystem Opentext team to drive large growth and successful client outcomes. The PDE serves as the primary business owner for assigned strategic partners and is accountable for accelerating partner-led growth through executive engagement, joint business planning, ecosystem activation, and pipeline creation.

The successful candidate will operate as a trusted advisor to partner executives while working cross-functionally across OpenText Sales, Solution Consulting, Marketing, Professional Services, Customer Success, Renewals, Distribution, and business unit organizations. The PDE drives alignment between OpenText priorities and partner investment strategies, creating scalable go-to-market motions that generate sustainable pipeline, revenue growth, and customer success.

Success in this role requires a blend of strong sales acumen, strategic thinking, executive relationship management, business development, and operational excellence. The ideal candidate thrives in complex ecosystems, understands how large partners operate, and can mobilize diverse stakeholders to achieve measurable business outcomes.

What the Role Offers

Strategic Partner Leadership

• Own and develop a portfolio of OpenText's most strategic national partners.
• Build trusted relationships with partner executives, practice leaders, sales management, and technical leadership teams.
• Influence partner investment priorities and long-term growth strategies.

Ecosystem Growth

• Develop and execute joint business plans aligned to OpenText go-to-market priorities.
• Drive partner-originated and partner-influenced pipeline creation initiatives.
• Expand OpenText market presence and share of wallet within strategic partner organizations.

Executive Engagement

• Lead executive business reviews, quarterly business reviews (QBRs), and strategic planning sessions.
• Establish executive sponsorship and governance models that accelerate business outcomes.
• Act as the voice of the partner within OpenText while advocating OpenText's strategic priorities within the partner organization.

Cross-Functional Collaboration

• Activate and coordinate OpenText resources across Sales, Marketing, Services, Customer Success, Renewals, Distribution, Cloud, Cybersecurity, and Solution Consulting teams.
• Ensure alignment between partner growth initiatives and field execution.
• Drive adoption of OpenText solutions through coordinated sales, marketing, and enablement motions.

Key Responsibilities

Partner Strategy & Business Planning

• Develop annual and multi-year business plans for assigned strategic partners.
• Identify growth opportunities, investment priorities, and market expansion initiatives.
• Conduct market, competitive, and ecosystem analysis to guide partner strategy.
• Establish measurable objectives, success metrics, and governance frameworks.

Pipeline Development & Growth

• Drive partner-originated and partner-influenced pipeline growth across the OpenText portfolio.
• Identify and activate joint go-to-market opportunities that create net-new business.
• Increase partner engagement in strategic solution areas and growth initiatives.
• Collaborate with field sales teams to align partner resources with target accounts and customer opportunities.

Executive Relationship Management

• Build strong executive-level relationships within partner organizations.
• Understand partner organizational structures, business objectives, and strategic priorities.
• Recruit and develop executive champions capable of driving organizational alignment and investment.

Ecosystem Activation

• Mobilize internal and external resources to accelerate partner growth.
• Coordinate enablement, demand generation, co-selling, and practice development initiatives.
• Drive alignment between partner execution teams and OpenText field organizations.

Enablement & Capability Development

• Lead partner readiness, enablement, certification, and business development programs.
• Support the creation and expansion of partner solution practices and service offerings.
• Improve partner competency, engagement, and advocacy across the OpenText portfolio.

Governance & Operational Excellence

• Lead quarterly business reviews, pipeline reviews, forecast discussions, and executive governance meetings.
• Monitor business plan execution and partner performance against agreed objectives.
• Identify risks, barriers, and corrective actions necessary to achieve growth targets.

Success Measures

Success in this role will be measured by:

• Partner-originated pipeline growth
• Partner-influenced pipeline growth
• New logo acquisition
• Revenue growth within assigned partners
• OpenText share of wallet expansion
• Joint business plan execution
• Executive engagement and governance effectiveness
• Partner enablement and capability development
• Strategic initiative adoption and business impact

What You Need to Succeed

• 8+ years of experience in channel sales, strategic alliances, partner development, ecosystem management, or enterprise software sales.
• Demonstrated success managing large technology partners, solution providers, VARs, DMRs, GSIs, or strategic alliances. Preference to experience with CDW Corporation, Insight Enterprises and SHI International Corporation.
• Proven track record of creating and executing partner business plans that generate measurable pipeline and revenue growth.
• Experience working with executive stakeholders and managing complex partner relationships.
• Strong understanding of indirect sales models, partner ecosystems, distribution, cloud technologies, and enterprise software markets.
• Experience developing enablement programs, co-selling frameworks, and go-to-market initiatives.
• Strong analytical, planning, forecasting, and business management capabilities.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Ability to influence and drive alignment within highly matrixed organizations.
• Bachelor's degree or equivalent professional experience.
• Willingness to travel approximately 30-50%.
• Preferred location: Phoenix, AZ or Chicago, IL

Why OpenText

OpenText is a global leader in Information Management, helping organizations securely capture, govern, exchange, and gain value from their information.

As a Partner Development Executive, you will play a pivotal role in shaping the future of OpenText's partner ecosystem, enabling strategic partners to accelerate growth, deliver customer value, and drive meaningful business outcomes across some of the largest technology providers in the industry.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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.

Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. As you move through the hiring process, we're happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

Salary Range: $125,000 - $150,000 plus commission; Depending on the candidate's education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary wil include variable and may vary and be higher or lower than the range posted.

California Residents: The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions.

AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.