Channel Account Manager

OPENTEXT - THE INFORMATION COMPANY

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. 

Channel Account Manager

Deliver new business bookings growth and exceed sales quota by selling with and through partners (VAR/MSP/Alliances)

What are the responsibilities of a Channel Account Manager?

In This Role, You Will Need To

• Develop and executive a coverage plan to develop, recruit, enable and drive new partners in the assigned territory
• Present Open Text Security Solutions value proposition to our Partners, assist and enable partners in field key prospect meetings, demo’s and offers
• Build and execute a joint Business Plan to grow partner revenue and achieve partner growth targets,
• Work with channel marketing to perform local marketing activities with the partners in the assigned territory.
• Proactively run lead generation activities with the partners, account mapping, call campaign sessions, joint events and tradeshows with the partners to increase the pipeline and generate net new opportunities.
• Conduct quarterly reviews with strategic/key partners to drive consistent productivity against agreed KPIs
• Responsible for the day-to-day relationship management of partners.
• Manage deal registrations, lead sharing, with the partners
• Weekly pipeline growth and Forecast of all business and execution of said forecast against territory Target
• Maintain productive, professional, relationships with key stakeholder within Top Focus Partners.
• Partner program adoption and proper execution - sales & technical certification. Sales training for partners and liaising with our solution consultant team to train partner Presales.

What are the role requirements?

• At least 4 years of proven successful experience in channel partner management.
• Knowledge of data security and/or data protection vendors sets highly regarded.
• Demonstrated verbal, written and presentation communication skills commensurate to the role.
• Excellent interpersonal, negotiation and closing skills.
• Strong forecast accuracy and opportunity management skills
• Result-oriented and action-driven Hunter
• Ability to self-motivate and work independently with a Can-do attitude!

We are looking for candidates passionate about their work and the cyber industry just as much as the skills you bring – a strong team and work ethic are paramount for success!

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 accommodationrequests@opentext.com.