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Sr. Account Executive, Channel

Req id:  15780

CA, US San Mateo, CA, US San Diego, CA, US Pasadena, CA, 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

OpenText is seeking an experienced Channel Sales Executive (CSE) to join our growing Carbonite + Webroot channel sales team. This team is responsible for achieving and exceeding revenue targets through pipeline generation, marketing activities, and management of strategic partners. Solution focus being Carbonite cloud backup & recovery (server and endpoint), DRaaS, high availability, migration solutions, and services in addition to Webroot cybersecurity offerings. The Carbonite + Webroot portfolio provides resilience for our customers in terms of data protection and security, in a world where businesses are seeing an increase in attacks and challenges. We call this Cyber Resilience. The goal of this team is to ensure our customers and our partners reach their data protection and sales goals, and key performance targets are met and exceeded. Channel Partners are critical to our growth strategy and our Channel Team is the foundation to their success.


As a CSE, you will be responsible for building a go-to-market business plan to grow, develop, and cultivate Carbonite + Webroot opportunities and target accounts within your assigned territory. You will become a cyber-resilience expert and will work closely with an assigned Inside Sales Executives as well as Solutions Engineers to tell the cyber resilience story and deliver the value proposition to our partners and their customers. You’ll play a key role in establishing the value proposition of Carbonite + Webroot’s portfolio as an additional revenue stream for your partners.


You will also work with the marketing team to regularly drive demand generation campaigns in your territory. You’ll need to build executive-level and strategic relationships within these accounts and jointly identify targeted customer accounts and new revenue opportunities with end-users and partners. This is a dynamic role representing both Carbonite and Webroot products on the front line and requiring strategic thinking, strong sales acumen, and a willingness to support the broader Sales teams in achieving and exceeding sales goals. This role requires self-motivation, high energy, and a results-oriented mindset. This is an exciting and rewarding opportunity within a growing industry to join a talented team of like-minded individuals who share a passion for excellence and teamwork.


You Are Great At

  • Achieving and exceeding quarterly and annual sales goals
  • Helping customers and partners progress through our sales process.
  • Working effectively in a team setting with AEs, SEs, BDRs, etc.
  • Building and nurturing top-down, key relationships within target accounts
  • Developing and implementing strategic business plans for your territory in conjunction with sales leadership on the company’s overall vision and business model
  • Identifying and sell into new Mid-Market accounts where our offerings help protect their revenue streams.
  • Coordinating and delivering sales and technical enablement to partners in collaboration with the sales engineering team – enabling our partners to think of us first when a project arises
  • Maintaining high levels of activity and productivity in a highly autonomous, mostly virtual work environment
  • Showing resourcefulness working with cross-functional teams
  • Resolving disputes and understanding contractual language
  • Assisting channel marketing in the development and execution of marketing plans and effective lead generation strategies for key partners
  • Account mapping with partners whether in-person or virtual and driving overall awareness
  • Attending virtual and in-person trade shows and industry-related events to solicit new target accounts.


What It Takes

  • 4+ years of sales/account management experience, preferably in the SaaS industry
  • Track record of proven success achieving sales targets and driving sales growth
  • Outstanding presentation and communication skills, both written and verbal
  • Demonstrated knowledge of managing pipelines, lead generation, business plan execution and complex sales with channel partners and end-users.
  • Must be able to understand and articulate Carbonite and Webroot value propositions – tell the cyber resiliency story
  • Must be able to conduct market research and competitive analysis
  • Willingness to travel with easy airport access (up to 50% travel when permissible)
  • Knowledge of cybersecurity, endpoint, and/or backup protection




At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of race, creed, color, national origin, ancestry, disability, marital status, sex, age, veteran status or sexual orientation. If you require accommodation at any time during the recruitment process please email accommodationrequests@opentext.com. Applicants have rights under Federal Employment Laws including but not limited to: Family and Medical Leave Act (FLMA)Equal Employment Opportunity  and Employee Polygraph Protection Act


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.

Join OpenText today.

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