Business Development Manager
Location
Ottawa, ON | Canada
Job description
The OpenText Business Development Manager – Ecosystem Strategy will be responsible for setting strategic direction, driving thought leadership, and execution of developing and maximizing market opportunities for OpenText Cybersecurity Solutions (Data Protection Concentration) with the ecosystem of Partners. The Partnership ecosystem includes Global Systems Integrators, Managed Security Service Providers, Technology Partners, and Channel Partners.
This role will be responsible for identifying, developing, and executing against strategic GTM opportunities with the partnership ecosystem to develop incremental sources of revenue for the OpenText Cybersecurity Solutions (Data Protection Concentration) solutions. The candidate must have in-depth data privacy and protection domain experience and develop solutions/ services to address emerging use cases. The ideal candidate needs to have deep domain expertise in Data Privacy, Security and Data Management including regulatory requirements, data protection and file analysis technologies. He/she must be passionate about the field of Data Privacy and Protection and be able to think strategically & execute tactically.
Responsibilities
- Be the “face” of the Data Privacy and Protection product line for the Partnership ecosystem, establish OpenText Cybersecurity as a visionary & industry thought leader in the market, drive co-marketing activities, participate in Cybersecurity and Data Privacy communities , deliver thought leadership presentations at conferences, etc.
- Develop a vibrant ecosystem of influencers for the OpenText Cybersecurity solutions within the ecosystem of OpenText partners.
- Monitor emerging industry & technology trends and develop competitive insight to identify the best possible GTM opportunities for OpenText Data Privacy and Protection solutions.
- Identify, evaluate, prioritize, develop, and execute joint solution led initiatives with the Partnership ecosystem.
- Strengthen and expand the pool of experts within the ecosystem of Partners to deliver OpenText Data Privacy and Protection solutions to Enterprise Customers with excellence.
- Collaborate with cross-functional organizations including Product Management, WW Alliances & Partner organization, Solution & Field Marketing, Services, Pricing, Operations, and Finance for effective execution.
- Harvest best practices, lessons learned, partners’ feedback, and drive continuous improvement initiatives.
- Provide sales and operations support for the partner driven business.
- Ability to influence Cybersecurity vendor partnership decisions with partners including areas such as threat response automation, threat intelligence, threat detection, user analytics, data security, endpoint security tools, infrastructure security technologies, and application security solutions.
- Strong verbal and written communication skills is necessary to be able to deliver complex topics to non-technical stakeholders.
- Increase partner loyalty through effective communications, professionalism, and going above & beyond the partners’ expectations.
Knowledge and Skills
- Must have deep domain expertise in the Data Privacy, Security and Data Management market including regulatory requirements, data protection and file analysis technologies.
- Excellent partner engagement and communication skills as well as the technical background to fluently interact and provide guidance to Data Privacy managers and Security Analysts.
- Detail oriented with a demonstrated ability to self-motivate and execute on projects successfully.
- Strong problem-solving skills, the ability to analyze problems and rapidly develop actionable execution plans.
- Strong Business acumen with an understanding across solution lifecycle – concept to revenue.
- Exceptional interpersonal and relationship management skills.
- Demonstrated effectiveness working across multiple business units to achieve results.
- Proven ability to build and maintain executive level relationships.
- Ability to succeed in a fast-paced, innovative, and rapidly evolving industry and business organization.
- Leads efforts to establish, develop, and expand market share, create new offerings and attain revenue within named solutions.
What It Takes
- Bachelors or Master's degree in general management.
- 15+ years of experience working with an infrastructure software company to orchestrate sales/solution play with Alliance and Partner Business Managers and pre-sales technical teams to develop and execute solution-led GTM initiative to generate demand and drive incremental revenue for the business.
- 5+ years of experience with data protection and management, techniques, and process integration preferably within an enterprise organization or 3+ years of experience with security architecture and engineering of network, infrastructure, and cloud technology, preferably in multi-tenant environments.
- Experience with leading and advising clients on security to include risk, governance, technology, regulatory drivers and IT security and frameworks such as NIST, ISO, ITIL standards
- Understand and articulate market trends and ability to understand the competitive landscape.
- Preferable certifications: CISSP, CISA, CISM, CIPM
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 [email protected] .
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