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Channel Account Manager, NE US and Canada

Req id:  32313

Virtual, US


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 Channel Account Manager is a quota carrying position primarily focused on managing the relationships with our VAR community and, in some cases, transistioning them into Mangage Service Providers. Specializing in both Carbonite and Webroot solutions, increase OpenText, Carbonite & Webroot, market share and revenue by generating pipeline (New Product launch) or helping to generate Pipeline (End User). Capable of engaging with partners as opportunities are identified and able to work as the assigned Partner Account Manager to develop and drive Channel execution through your territory, close sales and achieve or exceed revenue targets. Leveraged as an industry and market expert to develop and present sales proposals, systems solutions and assist in closing complex technical sales.

You Are Great At:

•    Develops and manages an assigned geographical territory consisting of Service Providers, VARS, strategic partners and prospects to increase OpenText, Carbonite & Webroot, market share and revenue.
•    Prospects for new business within both VARS and direct Service Provider engagement, working with partners to increase product knowledge and efficiencies.
•    Manages both an indirect procurement and direct engagement model.
•    Responsible for all aspects of the sale from pricing negotiations to contract development to ensuring successful order fulfillment once the order has been received and processed for all Manage Service business within your territory.
•    Ability to leverage and maximize partners as the fulfillment channel while working with OpenText, Carobnite & Webroot, end user accounts on IT initiatives.
•    Manage weekly forecasts against revenue targets and manage the pipeline
•    Well versed in setting appropriate monthly and quarterly revenue expectations using OpenText-defined CRM and forecasting tools with demonstrated competency.
•    Establish and maintain partnership with sales and service organizations and IT business executives within corporate environments
•    Typically responsible for mid-sized accounts, and/or a mid-sized

What It Takes:

•    Proven success record of managing a subscription-based services business and working with VARS to generate pipeline.
•    Strong knowledge of sales techniques and processes including the ability to understand customer needs, overcoming objections, return on investment analysis, closing the sale through appropriate procurement vehicle (shrink wrap, licensing, etc.)
•    Ability to apply a thorough understanding of OpenText, Carbonite & Webroot, products required
•    Knowledge of complementary hardware and software solutions
•    Ability to motivate, train and conduct seminars to drive mind share within partners to increase revenues within assigned territory
•    Excellent oral and written communications skills, as well as excellent presentation skills
•    Strong work ethic, attitude and follow through ability

Requirements (Education, Certification, Training, and Experience)

•    Bachelor’s degree or equivalent experience
•    5+ years prior territory sales experience in a high tech environment in an indirect sales and procurement environment with a demonstrated track record of success in driving customer adoption of technology
• 2+ yrs experience managing relationships with service providers


This job is expected to pay in the range of $129,000 to $180,000 USD in addition to a comprehensive and competitive group benefit and healthcare plan. Individual compensation will be determined based on skills and experience comparable to the job requirements.



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. Should you require accommodations during the selection process, please contact


Subject to applicable laws and regulations, OpenText’s global vaccination policy requires all employees to be fully vaccinated against COVID-19 to enter an OpenText office. Accommodations may be available for specific roles.


Our growing team is mapping the future of Information Management, and we continue to make new discoveries that expand its boundaries. Join us and be part of a winning team, where the opportunities for your career are limitless. 

From its innovative start as a research project by University of Waterloo professors in 1991, OpenText has grown into a global company with offices in more than 35 countries. Our high- performance culture has forged our growth and is an excellent fit for people looking to push themselves to learn and do more.

It’s our time to lead, and as part of our team, it will be your time too. Our continued growth will provide you the opportunity to explore, learn and chart an exciting career path while enjoying a good work-life balance. 

If you thrive in a dynamic work environment, there is always a new horizon to explore. We are proud to offer excellent benefits, challenging work and competitive financial rewards. 

Our employee programs prioritize employees’ well-being and that of their families. We offer a comprehensive benefit plan, education assistance, a wellness/fitness reimbursement and time off to volunteer. 

Social events 
With offices around the world and flexible work arrangements, OpenText strives to make sure all our employees feel connected. Teamwork extends to our social lives too from local social events to company-wide activities, we want our employees to take time to relax and have fun.  

Corporate Citizenship  
Corporate Citizenship is more than a program for us, it is engrained in our purpose, impact, and approach to doing business. Through numerous volunteer initiatives, we support education and innovation for global change.

Explore your career and potential. Become an OpenText Navigator.

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