Solutions Consultant

OPENTEXT - THE INFORMATION COMPANY

Together Carbonite and Webroot form the SMB and Consumer Division of OpenText. The mission of our joint offering is to make cyber resilience simple, reliable and accessible in the connected world. We foster a thriving, dynamic environment rich with inventive minds and entrepreneurial spirit and our employees are empowered and encouraged to build their careers at OpenText.

Specific Objectives and Responsibilities

Your First Six Months:

• Become thoroughly knowledgeable about OpenText’s Carbonite & Webroot customer base & product suite (small and medium business, reseller & partner audiences).
• Quickly learn Carbonite & Webroot product offerings, the competitive landscape, audience segments, and the value Carbonite & Webroot products have for those segments.
• Support sales teams in customer and partner meetings.
• Research and identify competition in our market segments.
• Shadow Solution Consultant presentations and demonstrations of other field presales Solution Consultants for the Carbonite & Webroot product brands.
• Learn the sales processes and partner strategy for the Carbonite & Webroot brands.
• Conduct technical presentations and demonstrations for our partners and customers.

Six to Twelve Months and Beyond:

• All of the above, plus;
• Being available throughout the sales cycle to provide ongoing technical insight and product information as required to close deals, remaining available and in contact with our partners post contract for ongoing sales support.
• Leading technical sales presentations & product demonstrations, supporting product implementation & maintenance of Carbonite & Webroot products, ensuring that clients are receiving up to date information, and ensuring products meet Carbonite & Webroot specifications and exceed client expectations.
• Assisting sales staff in assessing potential application of company products to meet customer needs.
• Developing product presentations when needed/as directed designed for specific customer(s) including architecture of installation, service requirements and ongoing support needs.
• Maintaining ongoing technical product knowledge of all Carbonite & Webroot products. Keeping up to date on company literature, competition and market trends via attendance/participation in-house training, travel & contact w/relevant in-house and external engineering, management, industry specialists, trade journals etc.
• Assisting with product training of new sales personnel and partners.
• Designing and delivering data protection solutions in a highly competitive industry.
• Maintain a thorough understanding of Carbonite’s current and innovative products, features & pricing, as well as market competition.

Key Challenges to Overcome

As with many positions at OpenText, flexibility is a requirement. OpenText is fast- paced, and priorities often shift without warning. We’re looking for individuals who understand the reality of the world we live in and are able to accept and react swiftly to changing needs.

With this role comes challenges. The successful candidate translates “challenge” as “opportunity.” This person must value teamwork, supporting their team mates directly and indirectly to meet and exceed individual and team expectations.

Success Factors

What will make you successful at OpenText:

• A track record of good judgment and decision-making in positions with significant responsibility
• Highly autonomous and able to independently identify high value projects and drive them completion
• Demonstrated leadership capability in cross-functional team environments
• High degree of comfort with complex technical environments
• Having and being able to articulate/defend an informed opinion on important topics

Preferred Skills & Experience:

• Understanding of software sales processes and procedures.
• Excellent business savvy as well as oral and written communication skills.
• Ability to deliver technical presentations and demonstrate how product meets client needs.
• Ability to travel throughout sales territory.
• Understanding of software sales & partner contract processes.

Technical Skills & Experience:

• A well rounded, professional sales engineer who understands Malware, Threat Landscape, Cyber Security markets and Cyber Security challenges, as well as the following concepts:
  • Endpoint protection
  • Public Cloud environments (Azure, AWS, GCP) and cloud concepts
  • SaaS model/architecture
• Bachelors' degree in Computer Engineering or Software Development strongly preferred.
• 5+ years’ experience in a technical sales engineer capacity.
• Recommended experience:
  • Antivirus-Malware, Security Agent Technologies
  • Business channels (SOC, MDR, MSP or MSSP)
  • Network technologies (Firewall, DNS, LDAP (Active Directory), IDS/IPS.
  • Desktop Operating systems knowledge (Windows, MacOS)
  • Desktop software management technologies, RMMs (ConnectWise, Kaseya, Ninja, Datto, MECM) -  MDMs (JAMF, Addigy, Intune) or similar.
• Preferred experience:
  • Virtualization platforms (VMWare, Microsoft Hyper-V, Citrix etc).
  • Encryption and data security techniques.
  • Backup technologies (Veeam, Druva, Netbackup, Commvault, DataDomain, Avamar).

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).
 

Subject to applicable laws and regulations, OpenText’s Global Vaccination Policy requires all employees to be fully vaccinated against COVID-19 in order to enter an OpenText office. Accommodations may be available for specific roles.