SAP Business Development Manager
OpenText Corp
Tokyo, Japan
5 日前

OPENTEXT - THE INFORMATION COMPANY

As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital.

Be part of a winning team that leads the way in Enterprise Information Management.

The opportunity :

The SAP Business Development Manager (BDM) 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 Regional Vice President of APJ Channels and Alliances, reporting through to the VP of Global Channels and Alliances at OpenText.

The BDM territory assignment will align geographically with the SAP CEE & CIS in Japan 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 BDM 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 capturing 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 OpenText. They engage in early stage opportunities to qualify and solidify the value proposition of OpenText for the customer to establish the sales cycle.

In addition, the role requires internal collaboration and an ability to work cross-functionally with various OpenText resources including Sales, Presales, Marketing, Global Alliances and other support resources.

Further, the BDM 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 BDM 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 OpenText goals are met throughout the process of these sales pursuits.

You are great at :

Develop 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 OpenText’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
  • What it takes :

  • Experience in field sales or related partner management and partner sales experience
  • Demonstrated track record to meet or exceed quotas with regards to the above experience
  • Experience working with license sales teams at SAP or other large ERP vendors and related markets highly desirable
  • 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 and partner channel
  • 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
  • At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer.

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