北京招聘

What is the role? 
The Strategic Alliance Manager (SAM) is responsible for delivering revenue and pipeline fulfillment against a defined quota for SAP-related solutions in their assigned territory.

This role reports to the Open Text Regional Vice President of APAC Channels & Alliances. The Business Development function sits within the Alliances organization, reporting through to the VP Global Channels and Alliances at Open Text. The SAM territory assignment will align geographically to SAP  China region to ensure effective coverage of the partner’s field resources and GTM execution structure.

This is a sales-oriented role objectified to develop an assigned territory and set of SAP accounts. It requires heavy collaboration with the SAP field sales organization to create partnering opportunities for joint sales activity and engagements. To achieve this objective, the SAM works outbound with SAP field stakeholders in their assigned territory to drive the execution of a joint business plan spanning key activities such as enablement, territory analysis & planning, demand generation, deal execution, delivery skills development and customer references. As a part of this process, they engage in local events, sales meetings, account planning sessions, local marketing events, etc. to evangelize and educate their SAP field counterparts on Open Text. They engage in early-stage opportunities to qualify and solidify the value proposition of Open Text for the customer to establish the sales cycle.

In addition, the role requires internal collaboration and an ability to work cross-functionally with various Open Text resources including Sales, Presales, Marketing, Global Alliances and other support resources. Further, the SAM commands a strong understanding of the OpenText SAP Solutions, the business value derived from our integrated solutions with SAP and can articulate the business transformation impact for SAP target markets.

To successfully build the territory accounts and resultant pipeline and revenue, the SAM role requires a sales-oriented skill set biased toward accountability, actionability and persistence. As part of the partnership development aspects critical to this role, it also requires a bias toward relationship building and a service-oriented skill set capable to assist and help the partner while ensuring Open Text goals are met in process of these of sales pursuits.

What you will be doing: 
?    Develop & Document a regional plan to attain pipeline and revenue goals for the region 
?    Monitor and manage pipeline and revenue plan progress to ensure attainment of revenue goals
?    Manage relations and interface with key SAP field stakeholders to create high-value, field-level relationships that ensure adequate pipeline to meet revenue goals
?    Participate in joint activities to create pipeline—networking, joint planning, and targeted sales campaigns in their territory
?    Support SAP & OpenText Account Executives to evaluate and diagnose customer requirements to qualify opportunity fit for Open Text’s suite of SAP solutions
?    Co-sell OpenText SAP solutions with OpenText and SAP Account Executives
?    Establish the solution fit, initial strategy and vision for the prospect in early stages of sales cycles to enable hand-off to Sales AE’s and Presales in the sales cycle process
?    Partner selection / acquisition / validation together with regional Channel organization, in coordination with SAP, Alliances and Professional Services, and then monitoring the execution of the business plan together with regional Alliances organization 
?    Engagement with licensed customers to ensure project success, customer references, ensuring OpenText is part of their future roadmap and spotting opportunities for up-sell & cross-sell.
?    Travel across the assigned territory as required to attend physical meetings

POSITION REQUIREMENTS  
?    Minimum of 5+ experience in field sales experience or related partner management and partner sales experience
?    Demonstrated track record to meet or exceed quotas, either in direct field sales roles or in partner management/partner sales roles
?    Demonstrated ability to operate with all levels of an organisation from CEO/MD down and with a high degree of diplomacy.
?    Proven ability to work with cross-functional sales, marketing & related teams to achieve objectives while operating as a team player
?    Strong written and verbal skills including communication and presentation skills 
?    Strong understanding of sales and marketing principles 
?    Strong program and project management skills 
?    Demonstrated experience in the development of enabling programs for sales audiences 
?    Demonstrated ability to articulate, communicate and educate external audiences including partners and customers, on the business-level value propositions of complex solutions and/or related software solution offerings
?    Fluent in Mandarin & business English (written & spoken). 
?    Experience working with license sales teams at SAP

OpenText是全球***的的企业内容管理(ECM)软件公司，全球有超过12,000名雇员。作为***的独立ECM厂商，有着近20年历史的Opentext是行业的代表，过去十年的平均复合增长率高达40%，年营业额达30亿美金。
OpenText正在建立基于云平台的数据处理和行业垂直解决方案的新平台。目前公司在全球有上万名员工，分布于加拿大多伦多、美国旧金山、德国慕尼黑、澳大利亚悉尼等三十多个国家和上百个城市。我们在上海的办公室有超过200名员工负责产品销售、研发、测试、实施和技术支持。

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