Description:
OpenText is seeking an ambitious Business Development Director who is enthusiastic about a business strategy to develop, own and lead a portfolio of strategic partnerships for our industry-leading Consumer product lines including Carbonite and Webroot. As this role and route to market is new to the OpenText Consumer business, it requires building a systematic and scalable approach including KPIs to be applied in both the pre-and post-deal phases to assess the success and impact of each. Reporting directly to the Vice President of Consumer Indirect Sales, this position will be responsible for identifying, developing, and helping to design, negotiate and implement partnerships that further OpenText’s strategic growth objectives. This role requires business development, critical thinking, creativity, project management, and tactical execution skills. You will be called upon to conceive and drive major partnerships and initiatives while working cross-functionally with our Product, Engineering, Marketing, Legal, and Finance teams. This individual will play a crucial role in the success of our GTM strategy and exceeding revenue targets.
You Are Great At:
- Play the leading role in identifying, developing, and driving strategic partnerships by identifying new opportunities across Carbonite, Webroot, and future consumer product lines.
- Maintain a deep understanding of industry trends, corporate strategy, competitive landscape, corporate positioning, and existing portfolio gaps relative to current strategic imperatives to identify and make recommendations for potential partnership opportunities.
- Work cross-functionally with Product and Engineering leaders to define priorities and roadmaps and execute the strategy for integrations with strategic partners. Work will include product alignment, business cases, negotiations, integration development, GTM plans, and account management. Build joint business plans with our partners for initiatives, including end-to-end GTM plans as well as a robust set of KPIs, success metrics, joint accountability, and governance.
- Manage technical and business negotiations, and partner with our legal team to develop and negotiate custom partnership agreements and repeatable templates to scale to broader ecosystem partnerships.
- Build and maintain a pipeline of potential partnership opportunities which may originate with existing OpenText clients or new entities and establish a metrics-based system for assessing the opportunities.
- Lead, directs and is responsible for the day-to-day management of deals with potential partners.
- Work cross-functionally and collaborate with all levels of management internally and externally to build and maintain mutually beneficial partnerships.
- Manage executive-level contacts with key partners, including QBRs, and C-level stakeholder management.
What It Takes:
- 8-10 years of experience and proven success in business development and partnership management
- Experience with alliances, cloud services, or SaaS is a plus.
- A hunter who has brought a number of impactful strategic deals and/or partnerships to life from conception to execution.
- Exceptional presentation, communication, and people skills. Adept at understanding and contributing to conversations with colleagues in technical functions around product specifications.
- Motivated, self-directed, and confident individual contributor who can thrive in a dynamic environment.
- Ability to develop, review and negotiate complex contracts and familiarity with standard deal structures.
- Strong organization, prioritization, and project management skills.
- Structured and analytical thinker with the ability to distill complex issues into structured frameworks and concrete plans.
- Data Security experience a plus
- Undergraduate degree
- MBA, advanced technical degree, and/or management consulting background preferred