Sr. Business Development Manager - OpenText

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

• Continuous professional growth and leadership opportunities.

• Health, wellness, and financial benefits to offer peace of mind to you and your family.

• World-class facilities and the technology you need to thrive – in our offices or yours.

Job Summary

The Sr. Business Development Manager - OpenText drives business growth for specific OEM partners or business categories by developing strategic programs and initiatives, providing product support to sales representatives, and building strong relationships with decision-makers. This role involves educating sales teams on partner tools, monitoring sales pipelines, representing the brand at industry events, analyzing data for strategic insights, and coordinating sales training programs to enhance partner alignment and business development.

Role Description

• Assist sales representatives by providing product support, program information, and competitive advantages for pending opportunities.

• Drive overall business growth for the specific OEM partner or business category by developing strategic programs, campaigns, and initiatives.

• Create and deliver trainings, presentations, and account mapping sessions for customers and sales teams.

• Monitor and manage sales pipelines, opportunities, and deals, ensuring alignment with partner sales goals and initiatives.

• Represent the brand and partner(s) to company leadership, customers, and at industry events to enhance brand awareness.

• Build and foster strong business relationships with decision-makers and influencers across target accounts and partner organizations.

• Educate the sales force on partner tools, products, and programs to enhance sales efforts and partner alignment.

• Lead and participate in partner customer calls, presentations, and meetings to support new business development.

• Analyze data to identify key trends and insights, using them to inform business strategies and resolve partner success issues.

• Coordinate and maintain sales training programs, including creating and updating training materials for sales representatives and customers.

Behaviors and Competencies

• Reporting: Can proactively gather, organize, and present information to facilitate decision-making and progress.

• Training: Can proactively seek out areas of improvement, initiate training programs, and contribute to innovative learning methods.

• Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.

• Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.

• Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.

• Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.

• Data Analysis: Can apply complex analytical methods and algorithms for predictive modeling and can interpret and communicate the results effectively.

• Teamwork: Can lead a team effectively, facilitating cooperation, sharing information, and ensuring that all team members are able to contribute to their full potential.

• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.

• Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.

Skill Level Requirements

• The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate

• Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate

• Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate

• Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 3-5 years of experience in a similar role

• Ability to travel to SHI, Partner, and Customer Events

• Ability to travel 15% Ability to work flexible hours

The estimated annual pay range for this position is $55,000 - $85,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status