Senior Director, Channel and Alliances Strategy & Operations

OpenText; Richmond Hill; On-site; CAD 120,000 - 180,000; Full time

Job summary

OpenText is seeking a Senior Director to lead Channel and Alliances Strategy & Operations, focusing on designing scalable programs and driving new channel growth. Candidates should possess extensive experience in channel management within the software industry, with a track record of success in leading operational excellence.

Qualifications

• 12+ years of experience in channel strategy, partner operations, or GTM leadership roles.
• Proven ability to build and scale partner ecosystems.
• Experience in SaaS transformation and channel economics.

Responsibilities

• Define and evolve the global channel and partner strategy.
• Lead incubation of new partnerships and scalable channel programs.
• Collaborate with internal stakeholders for strategic alignment.

Skills

Analytical Skills

Operational Skills

Leadership

Tools

Salesforce

Job description

Senior Director, Channel and Alliances Strategy & Operations

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Senior Director, Channel and Alliances Strategy & Operations

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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.

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

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.

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

We are looking for a strategic and operationally strong leader to head our Channel and Alliances Strategy & Operations function. This Senior Director will be responsible for shaping and executing the global partner strategy across all business units, driving new channel growth programs, incubating strategic partnerships, and overseeing operational excellence and reporting.

What The Role Offers

Strategy & Growth

• Define and evolve the global channel and partner strategy in alignment with OpenText’s business objectives.
• Partner with Business Unit leaders to shape and deliver coherent partner strategies across Enterprise, Cybersecurity, and International segments.
• Lead incubation of new partnerships, including OEMs, Solex, and emerging tech alliances.
  
  

Program Development

• Design and launch scalable channel programs that support partner enablement, marketing, and go-to-market execution.
• Drive quarterly activation plans tied to product releases and partner ecosystem priorities.
• Oversee Partner Summits and strategic planning forums to align with top-tier partners.
  
  

Operations & Reporting

• Lead partner operations including deal registration, MDF management, and partner lifecycle processes.
• Bring insights and actions against dashboards that track channel performance (e.g., deal flow, source vs. fulfill trends, pricing requests).
• Ensure system readiness and automation for partner onboarding, registry, and communications.
  
  

Cross-Functional Leadership

• Collaborate with Sales, Marketing, Enablement, and Product teams to ensure partner strategies are integrated and impactful.
• Serve as the “glue” across internal stakeholders to ensure consistency and accountability in partner execution.
• Represent the partner voice in executive forums and planning cycles.
  
  

What You Need To Succeed

• 12+ years of experience in channel strategy, partner operations, or GTM leadership roles in the software industry.
• Proven track record of building and scaling partner ecosystems, including MSPs, GSIs, resellers, and OEMs.
• Strong analytical and operational skills; experience with Salesforce, partner portals, and reporting tools.
• Executive presence with the ability to influence across C-suite and global teams.
• Experience in SaaS transformation and channel economics is highly desirable.
  
  

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 [e-mail]. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Seniority level

• Seniority level

  Executive

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development and Sales

• Industries

  Software Development

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