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Channel Account Manager

Req id:  18283

Mumbai, MH, IN



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

You are a proven channel professional with a strong working knowledge of selling solutions into and via the channel (Managed Service Providers (MSPs), Value Added Resellers and Distributors).


You will be working to establish your profile at every level of your portfolio of partners, including the respective senior level leadership team (president/CEO).  In these conversations, you are fluent in channel and resale economics and have at your fingertips the information you need to have fact-based discussions around how the business is performing and how Carbonite/Webroot delivers value to both the channel and end-user business.  


You must be able to establish and maintain strong relationships, possess superb oral and written communication skills, strong technical aptitude, and demonstrate a comprehensive ability to drive "big picture" goals while at the same time satisfying smaller, partner-level daily requirements.


You are great at 


  • Meet or exceed bookings sales plans for all partners in assigned territory

  • Build and maintain an in-depth knowledge of Carbonite/Webroot’s products, partners and assigned territory

  • Develop and drive channel business using Carbonite/Webroot team members & corporate resources

  • On-board and enable top partners to ensure partner success in selling and supporting all Carbonite/ Webroot solutions

  • Support regional tradeshow activity and support resellers and distribution partners as appropriate 

  • Cultivate and develop new channel partners

  • Qualify opportunities and move them through the sales process including closing sales

  • Establish executive level partnerships with targeted strategic partners

  • Manage all aspects of sales cycle in geographic territory to maximize profitability        

  • Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners

  • Weekly Reporting required to provide up to date activity to maintain accuracy is Salesforce

  • Maintain a detailed understanding of top partners’ business (pain points, investment areas, profitability factors, etc.)

  • Consistently articulate Webroot value proposition to top partners in order to maintain and increase Webroot’s share of each partner’s business

  • Develop and implement monthly, quarterly and annual GTM plans to ensure partner growth

  • Establishing yourself as a vendor champion in building vendor relationships within your partners


What it takes


  • Minimum 10+ yrs. selling SaaS solutions in Mumbai market

  • Proven track record in building channel programs with strategic partners

  • Proven track record working with partners sales/technical organization to understand the business and increase our sphere of influence

  • Experience driving “top of mind” mentality with channel partners

  • Ability to recruit, manage and build relationships with the channel

  • Ability to prioritize partners based on revenue opportunity, technical ability, and understanding their business model

  • Experience delivering both in-person and web-based product training and presentations

  • Ability and willingness to travel within the assigned geography




At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer.


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.

Apply now »