As Head of Partner Development, Alejandro Sanchez is constantly imagining what’s next for OpenSesame. He leads new channel partner acquisition, connecting with forward-thinking companies in HR tech, L&D, enterprise software, as well as companies designing solutions around workforce development and upskilling to expand OpenSesame’s reach. Alejandro thrives on creativity and collaboration — envisioning what’s possible and finding partners who dream big alongside OpenSesame. With a thoughtful and strategic mindset and a passion for building meaningful relationships, he brings both innovation and steadiness to the fast-moving world of partnerships.
Briefly describe your role
I lead new channel partner acquisition, which means I’m always on the lookout for great companies in HR tech, L&D, enterprise software, and consulting that align with how learning and skill development are delivered and managed. My role is all about identifying the right partners who can help us break into new markets, connect with new audiences, and grow our reach across all our products.
How has your career grown since starting at the company?
I’ve been at OpenSesame for two years, evolving in this same role. My growth has come from learning about the industry, key players, and moving trends, as well as how we go to market today with our products and traditional partners. This has helped solidify a baseline for me to think outside the box about our possibilities with new channel strategies. Our space is moving fast, especially with how AI is impacting learning and HR teams, and that has influenced who we need to partner with to be out there first, where the clients need us to address their learning and skill needs. That constant change pushes my boundaries and requires flexibility and adaptability as drivers to grow in my role and impact.
What has been the best part of working in your role?
It is a very unique role in its requirements, goals, and day-to-day work. One of the things I love most is that this role requires me to be forward-thinking, imagine things we might not be able to do today, and bring on partners who are willing to imagine those scenarios with us and plan together. This requires creativity, cross-functional collaboration, persuasion, and a positive and persistent attitude, all skills that I am continuously working to improve.
What is the best ProDev you’ve taken?
I went to a partnerships conference in Chicago with the full team last year. This was a fantastic experience because it helped me connect with other SaaS partnerships professionals, learn more about what others are doing in partner acquisition, and connect more with my team. The trip was both personal and professional development and growth, as well as team development.
What advice would you give to new OpenSesame hires?
OpenSesame has a very collaborative culture, and people who have been with us for many years. I encourage anyone to reach out to as many people as they can from different teams to connect and pick their brains. Come prepared and do your homework to get the most out of your conversations. The first 90 days are a great chance to pair the new hire training with these great conversations, connect with amazing people, and learn from real experiences.
What is your favorite book?
I loved Cryptonomicon by Neal Stephenson. A fantastic historical novel. It mixes two timelines, great characters, science, technology, humor, and action. As for non-fiction, I loved The Disappearing Spoon, which is a book about the history of the periodic table.
What is your favorite course in the OpenSesame catalog?
This is a tough one! There are so many great courses out there, but one that really stuck with me recently is a short TED course on monotasking.
It’s just a three-minute video and manages to mix humor with a really powerful truth that hits home: we’ve totally forgotten how to focus. Somewhere along the way, multitasking became this badge of honor — at work, at home, on our phones — but it’s actually killing our ability to be present.
What I love about this course is how simple yet eye-opening it is. Focusing on one thing at a time doesn’t just make us more productive; it helps us enjoy what we’re doing and be there for it. Lately, I’ve been really trying to be more present — both at work and in my personal life. Honestly, being present is just another way of saying, “focus on the now”.
Where do you get your energy, or what do you enjoy?
Three things: playing with my kids (like Nerf gun wars, tickle monster, or soccer shootouts), dates with my wife, and enjoying my hobbies — playing the piano, drums, and guitar, gardening, and hiking.
What is the most unique thing about working at OpenSesame?
I’ve worked in tech for close to 20 years in several companies of our size and have also seen the cycles that VC-backed companies go through. Many burn cash, try things, and die out. Some burn cash trying different ideas, whether it’s new products, new markets, or something else, and one may catch a good tailwind that fuels growth.
I’ve never been with a company that has VC money, being run in such a fiscally responsible way that goes against the “break things” mantra of tech. It’s helped the company continue growing, overcome challenges, and remain a stable yet innovative place to work. It’s a rare balance that combines the fast pace of a startup with the calm and stability of a more established company.