Channel Account Manager, Dist.

OPENTEXT - THE INFORMATION COMPANY

As the world's leading provider of software-based solutions for enterprise information management (EIM), OpenText offers a comprehensive portfolio of products, services, and cloud services for the intelligent and networked enterprise. We help our more than 120,000 customers worldwide digitize data and processes and use analytics and artificial intelligence to gain deeper insight into business processes to make the right business decisions.

The Opportunity:

The Distribution Channel Account Manager is a quota-carrying position primarily focused on managing the relationships with our Distribution partners. Specializing in Carbonite, Webroot & Zix solutions, increase market share and revenue by generating pipeline and recruiting new VAR partners who purchase through Distribution. Capable of engaging with partners as opportunities are identified and able to work with the assigned Partner Account Manager to develop and drive Channel execution through your territory, deliver sales leads and achieve or exceed revenue targets. Leveraged as an industry and market expert to develop and present sales presentations, plan and attend marketing activities, and work with all stakeholders to ensure the business is processed smoothly.

You Are Great At:

•    Develops and manage long-term relationships with distribution teams, strategic partners, and prospects to increase OpenText market share and revenue.
•    Prospect for new VAR partners through marketing and relationship-building activities.
•    Manages an indirect procurement model through a challenging period of growth and change.
•    Responsible for all aspects of the sale from contract development to ensuring successful order fulfillment once the order has been received and processed.
•    Ability to leverage and maximize partners as the fulfillment channel while working with OpenText, Carbonite, Webroot & Zix 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 partnerships 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 a pipeline.
•    Strong knowledge of sales techniques and processes including the ability to understand customer needs, overcome 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 & Zix 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 $81,000 to $162,000 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. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at 1-800-499-6544.

Roles requiring a significant amount of trust may require criminal history verification. Please ask your Talent Acquisition Advisor for more information if you have any questions. 

OpenText does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract and a signed search assignment between Open Text and the recruitment agency or party requesting payment of a fee.