Sr. Strategic Alliance Manager

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Senior Strategic Alliance Manager - Capgemini

Position Overview

The Senior Strategic Alliance Manager will own and grow OpenText's strategic relationship with Capgemini. This role is responsible for developing and executing the alliance strategy, building executive and field-level relationships across Capgemini, and driving joint go-to-market initiatives that generate pipeline, revenue, and long-term growth for OpenText.

The successful candidate will serve as the primary liaison between OpenText and Capgemini, partnering closely with Sales, Marketing, Professional Services, Product Management, Customer Success, and Executive Leadership. This individual will identify opportunities to position OpenText solutions within Capgemini-led transformation programs and strategic client engagements while increasing OpenText's visibility and relevance across Capgemini's global practices.

Your Impact

Success in this role requires a combination of strategic thinking, relationship-building, sales execution, and deep understanding of the Global Systems Integrator (GSI) ecosystem. The Senior Strategic Alliance Manager will create and execute a joint business plan with Capgemini that includes:

• Pipeline generation
• Co-selling initiatives
• Joint account planning
• Enablement and certification programs
• Executive alignment
• Industry-specific solution development
• Marketing and demand generation activities

This role will be instrumental in helping OpenText become a preferred technology partner within Capgemini's Digital Transformation, Cloud, AI, Customer Experience, Intelligent Operations, Cybersecurity, and Information Management practices.

Key Responsibilities

Strategic Alliance Leadership

• Own the overall strategic relationship between OpenText and Capgemini.
• Develop and execute a comprehensive alliance business plan with defined revenue, pipeline, and growth objectives.
• Establish governance models, executive sponsorship, and regular business reviews between OpenText and Capgemini leadership.
• Build strong relationships with Capgemini executives, alliance leaders, market unit leaders, practice leaders, account executives, and solution architects.
• Understand Capgemini's organizational structure, priorities, and go-to-market model to maximize OpenText's strategic position.

Revenue and Pipeline Growth

• Drive partner-sourced, partner-influenced, and partner-attached revenue opportunities.
• Create and execute joint sales plays aligned to Capgemini strategic initiatives and OpenText growth priorities.
• Lead account mapping exercises to identify opportunities across strategic enterprise accounts.
• Engage OpenText Account Executives and Sales Leadership to introduce Capgemini into opportunities early in the sales cycle.
• Identify and accelerate opportunities where OpenText technologies can be embedded within larger Capgemini transformation programs.

Joint Go-To-Market Development

• Develop repeatable industry and solution offerings that combine OpenText and Capgemini capabilities.
• Align OpenText solutions with Capgemini's Cloud, Data & AI, Intelligent Industry, Customer Experience, Business Services, and Digital Transformation practices.
• Coordinate joint customer workshops, executive briefings, marketing campaigns, webinars, industry events, and customer references.
• Collaborate with OpenText Marketing and Capgemini Alliance Teams on demand generation initiatives.

Partner Enablement

• Educate and enable Capgemini sales, pre-sales, consulting, and delivery organizations on OpenText platforms and value propositions.
• Drive training, certifications, and enablement programs that expand OpenText expertise within Capgemini.
• Work closely with Product Management and Solutions teams to align offerings with market opportunities and partner requirements.

Collaboration and Reporting

• Partner cross-functionally with Sales, PreSales, Marketing, Professional Services, Customer Success, Product Management, and Global Alliances teams.
• Track, communicate, and report alliance performance metrics including:
• Pipeline creation
• Influenced revenue
• Sourced revenue
• Strategic opportunities
• Closed-won business
• Partner engagement metrics
• Conduct quarterly business reviews and executive steering committee meetings.

Success Metrics

• Partner-sourced pipeline
• Partner-influenced pipeline
• Revenue growth year-over-year
• Strategic opportunity creation
• Joint account engagement
• Executive relationship development
• Enablement and certification growth
• Joint marketing and demand generation outcomes

Ideal Background

• 8+ years of experience in strategic alliances, channel leadership, business development, enterprise software sales, or partner management.
• Experience managing relationships with Capgemini or another major Global Systems Integrator (GSI) such as Accenture, Deloitte, Cognizant, Infosys, TCS, Wipro, NTT DATA, or IBM Consulting.
• Existing relationships within Capgemini strongly preferred.
• Proven success developing revenue-generating alliance programs and strategic partnerships.
• Strong enterprise software, SaaS, Cloud, AI, Information Management, or Cybersecurity experience.
• Demonstrated experience with co-selling motions, joint account planning, and large enterprise pursuits.
• Ability to navigate large, matrixed organizations and influence stakeholders without direct authority.
• Strong executive presence and ability to engage senior leaders both internally and externally.
• Excellent communication, presentation, negotiation, and relationship management skills.
• Strong program and project management capabilities.

What We Look For

The ideal candidate understands how to navigate Capgemini, identify key decision-makers, and align OpenText solutions to Capgemini's strategic priorities and client transformation initiatives.

They are both a strategic thinker and a proactive hunter who can:

• Open doors across Capgemini's practices and account teams.
• Create new opportunities rather than wait for referrals.
• Connect OpenText sellers with Capgemini stakeholders.
• Build executive sponsorship at multiple levels.
• Translate alliance strategy into measurable business outcomes.

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: $150,300 - $225,500 plus commissions; 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.