Partner Development Executive

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're hiring talent that AI can't replace to help us shape the future of information management. Join us.

Partner Development Executive - Europe Strategic Ecosystem & Mid-Market Growth

Location: Reading, UK
Function: Channels, Ecosystem & Mid-Market Sales

Your Impact

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

This role is responsible for developing and expanding business with OpenText's existing partner network, including global and regional resellers, distributors, ISVs, technology alliances, solution providers, and strategic product partners. The PDE will work closely with OpenText's Partner Ecosystem, Partner Marketing, and Mid-Market Sales organizations to drive pipeline growth, market expansion, and successful customer outcomes across Europe.

The successful candidate will operate as a trusted advisor to partner stakeholders while working cross-functionally across OpenText Sales, Solution Consulting, Marketing, Professional Services, Customer Success, Renewals, Distribution, and business unit organizations. The PDE will be responsible for activating partners, creating scalable go-to-market motions, driving partner-led pipeline generation, and accelerating revenue growth across the OpenText portfolio.

Success in this role requires a blend of strong sales acumen, business development expertise, executive relationship management, and operational execution. The ideal candidate is a dynamic, sales-oriented professional who thrives in a fast-paced ecosystem environment and is known for delivering results through action rather than simply strategy. They understand how to engage and mobilize partners, drive execution, and convert opportunities into measurable business outcomes.

This individual will report directly to the Senior Director of Strategic Partnerships and work in close alignment with OpenText's Mid-Market Sales organization to accelerate partner-driven growth across the region.

What the Role Offers

Strategic Partner Leadership

- Own and develop a portfolio of OpenText's most strategic ecosystem partners across Europe.
- Build trusted relationships with partner executives, sales leadership, business development teams, and practice leaders.
- Influence partner investment priorities and drive alignment with OpenText growth initiatives.

Ecosystem Growth

- Develop and execute joint business plans aligned to OpenText go-to-market priorities.
- Drive partner-sourced and partner-influenced pipeline creation initiatives.
- Expand OpenText market presence and share of wallet across strategic partner organizations.
- Leverage relationships across leading software and technology ecosystems, including SAP, Salesforce and other enterprise technology partner networks.

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 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 Mid-Market Sales execution.
- Drive adoption of OpenText solutions through coordinated sales, marketing, enablement, and co-selling 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-sourced 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 Mid-Market 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.
- Work closely with partner marketing teams to execute scalable demand generation and pipeline acceleration programs.

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-sourced pipeline growth
- Partner-influenced pipeline growth
- Mid-market revenue growth through partner channels
- New logo acquisition
- Revenue growth within assigned partners
- OpenText share of wallet expansion
- Joint business plan execution
- Executive engagement and governance effectiveness
- Partner activation and sales engagement
- 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 and developing strategic partner relationships across software, cloud, and technology ecosystems, including resellers, distributors, ISVs, technology alliances, solution providers, and strategic partners.
- Experience working with enterprise software ecosystems such as SAP, Salesforce, and related technology partner networks.
- Proven track record of creating and executing partner business plans that generate measurable pipeline and revenue growth.
- Demonstrated ability to drive execution through partners, creating pipeline, influencing sales outcomes, and delivering 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% across Europe.

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 across Europe, enabling strategic partners to accelerate growth, drive customer value, and create measurable business outcomes. This role offers the opportunity to work at the intersection of ecosystem development, partner-led growth, and mid-market sales execution, partnering with some of the most influential technology providers, resellers, distributors, ISVs, and solution partners in the industry.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of 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 contact us at [email protected] . Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.