Partner Development Executive

OpenText; Dallas (TX); On-site; USD 99,000 - 148,000; Full time

Job summary

OpenText is hiring a Partner Development Executive to lead strategic partnerships from our Addison, Texas location. You will own relationships with large national VARs and ecosystem partners, shaping joint go-to-market plans and driving measurable revenue growth.

You will coordinate across Sales, Marketing, Solution Consulting, and Professional Services to accelerate partner initiatives, develop enablement programs, and monitor performance to ensure successful client outcomes.

Qualifications

• 8+ years of experience in channel sales, strategic alliances, partner development, ecosystem management, or enterprise software sales.
• Proven experience managing large technology partners, VARs, solution providers, GSIs, DMRs, or strategic alliances; experience with CDW, Insight, or SHI is preferred.
• Demonstrated success developing and executing partner business plans that generate measurable pipeline and revenue growth.
• Strong understanding of indirect sales models, partner ecosystems, distribution, cloud technologies, and enterprise software.
• Experience building and maintaining relationships with executive-level stakeholders and navigating complex, matrixed organizations.
• Strong business acumen with the ability to analyze market opportunities, develop strategies, forecast performance, and translate plans into measurable results.
• Exceptional communication, presentation, negotiation, collaboration, and relationship-building skills, with the ability to influence stakeholders across internal and external organizations.

Responsibilities

• Own and grow a portfolio of OpenText's most strategic national partners, developing executive relationships at multiple levels.
• Develop and execute joint business plans aligning OpenText priorities with partner strategies to create pipeline and revenue growth.
• Drive partner-originated and partner-influenced opportunities by expanding OpenText's share of wallet.
• Lead executive business reviews, QBRs, and governance meetings to establish alignment and growth strategies.
• Mobilize cross-functional teams to execute partner initiatives and accelerate client outcomes.
• Develop enablement, co-selling, demand generation, and practice development strategies to strengthen partner capabilities.
• Monitor partner performance, pipeline, and forecasts to identify risks and actions for growth.

Skills

Channel sales

Strategic alliances

Partner development

Ecosystem management

Enterprise software sales

Executive relationships

Job description

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

This role is on-site at our OpenText Sales Center in Addison, Texas.

YOUR IMPACT

As a Partner Development Executive at OpenText, you will play a critical role in driving growth across our strategic partner ecosystem. You will own relationships with some of our largest and most influential national Value-Added Resellers (VARs), serving as a trusted advisor to partner executives while developing strategies that accelerate revenue, pipeline, and client success.

This is an opportunity to combine strategic sales leadership, executive relationship management, and business development to shape how OpenText and our partners go to market together. You will work across a highly collaborative organization to identify new opportunities, influence partner investment, and create scalable go-to-market strategies that deliver measurable business outcomes.

WHAT THE ROLE OFFERS

• Own and grow a portfolio of OpenText's most strategic national partners, developing trusted relationships with executive, sales, practice, and technical leadership.
• Develop and execute joint business plans that align OpenText priorities with partner strategies and create sustainable pipeline and revenue growth.
• Drive partner-originated and partner-influenced opportunities by identifying new business opportunities, expanding OpenText's share of wallet, and increasing adoption across strategic solution areas.
• Lead executive business reviews, QBRs, strategic planning sessions, and governance meetings to establish alignment, accountability, and long-term growth strategies.
• Mobilize cross-functional teams across Sales, Marketing, Solution Consulting, Professional Services, Client Success, Renewals, Distribution, and business units to execute partner initiatives and accelerate client outcomes.
• Develop partner enablement, co-selling, demand generation, and practice development strategies that strengthen partner capabilities and expand OpenText's market presence.
• Monitor partner performance, pipeline, forecasts, and business plan execution while identifying opportunities, risks, and actions needed to achieve growth objectives.

WHAT YOU NEED TO SUCCEED

• 8+ years of experience in channel sales, strategic alliances, partner development, ecosystem management, or enterprise software sales.
• Proven experience managing large technology partners, VARs, solution providers, GSIs, DMRs, or strategic alliances; experience with CDW, Insight, or SHI is preferred.
• Demonstrated success developing and executing partner business plans that generate measurable pipeline and revenue growth.
• Strong understanding of indirect sales models, partner ecosystems, distribution, cloud technologies, and enterprise software.
• Experience building and maintaining relationships with executive-level stakeholders and navigating complex, matrixed organizations.
• Strong business acumen with the ability to analyze market opportunities, develop strategies, forecast performance, and translate plans into measurable results.
• Exceptional communication, presentation, negotiation, collaboration, and relationship-building skills, with the ability to influence stakeholders across internal and external organizations.

ONE LAST THING:

OpenText is more than a corporation-it's a global community built on trust, character, and purpose. Here, we act ethically, care deeply about people, and put our clients first. We help teams succeed through collaboration, tackle challenges with resilience, and innovate with intention.

Join us on our mission to drive positive change through privacy, technology, and teamwork. At OpenText, we don't just have a culture-we live our values. Choose us because you want to be part of a company that empowers you to make a meaningful impact.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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 submit a ticket at Ask HR. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. As you move through the hiring process, we're happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

Salary Range: $99,000-$148,000 + variable; Depending on the candidate's education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted.

California Residents: The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions.

AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.