Director, Partner Account Management

**Director, Partner Account Management**:

- Req id: 39402- Singapore, SG**OPENTEXT**
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.

**The Job**

Leads a team of channels partners sales professionals across SE Asia region. Role of a “player-coach”, managing a set of partners both individually and with the team covering other partners.

Develops and nurtures a strategic/mutually beneficial relationship with a targeted set of channel partners: distributors, VARs and local SIs to drive additional revenue with joint sales efforts. Collaborates closely with and sales and pre-sales teams to increase awareness of channel partners related opportunities and engages with the appropriate partner’s leadership to build targeted strategic relationships to build long term business opportunities for the company.

Growth-bias leadership role increasing partners revenue and percentage of total SE Asia revenue.

**Responsibilities**
- Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
- Drives partnership for successful identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of company revenue - engage in customer specific activities as required
- Leads a team of partners account managers in the SE Asia markets
- Assigns territory/country-level targets, KPIs and goals for the team
- Develops demand generation plans with the team including activities such as enablement, joint solutions, new partners recruitment, seminars, and end user events
- Aligns closely with the sales teams to ensure business success and target attainment
- Teams up and collaborates with SE Asa sales leadership and account executives on joint sales and territory plans embedding partners solutions and GTM coverage
- Role is responsible for partnering with Distributors, VARs and local Sis (both in-country and SE Asia regional)
- Drives and increasing partners sourced business in the SE Asia region
- Advocate of the value of channel partners as a key route-to-market motion of the SE Asia region

**Education And Experience Required**
- University or Bachelor's degree; advanced degree or MBA preferred
- Typically, 12+ years of selling experience at end-user account or partner level with 5+ years of people leadership roles
- Global MNC company experience with Enterprise software/SaaS experiences
- People leadership skills: Motivational, growth-bias for team development and the business
- SE Asia and/or Asia Pacific coverage experience
- Track record of successfully growing channels business and leading a sales team in reaching targets and KPIs

**Knowledge And Skills**
- Leverages consultative presence in partners to identify opportunities
- Actively and proactively manages the partners to protect & grow company's business; coordinates all partner plans and pipeline activities
- Aggressively shapes partners solutions in pursuit of new business and/or portfolio enhancement.
- Leadership skills to manage partner's sales force.
- Highly motivated people leader with a track record of developing team members
- Coaching abilities in leading the team to achieve goals
- Ability to recruit and develop high-performance team members. And to manage out those with performance issues
- Effective communications skills (both written and spoken): EQ and positivity.
- Executive engagement skills
- Deep understanding of the enterprise software/SaaS industry, competing vendors, and the channels ecosystem
- Abilities to advance SE Asia partners business for success across key internal business partners: field sales, marketing, operations and regional/international leadership teams
- Deep understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure, and business model
- Deep understanding of the company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition and overcome objections
- Effectively sells company offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and company processes; and promoting company programs and offerings.
- Develops strategic plans with the partner to grow the size of the business and company's share