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Inside Channel Account Manager, MSP

Req id:  32802

Virtual, US

 

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. 

 

 

The Opportunity:

 

Webroot is seeking an experienced Channel Account Manager (CAM) to join our growing channel sales team. This team is responsible for achieving and exceeding revenue targets through pipeline generation, marketing activities and management of strategic partners. The goal of this team is to ensure partner sales goals and key performance targets are met and exceeded. This is a high-performing team and the CAMs are a critical piece to the ongoing success of growing revenue within the partner base and Carbonite.

 

As a CAM, you will be responsible for building a go-to-market business plan to grow, develop, and cultivate Webroot’s Managed Service Provider accounts within the Eastern territory, with the goal of increasing Webroot’s revenue and mindshare. You will work closely with Webroot’s marketing team to regularly drive demand generation campaigns with each partner. You’ll need to build executive-level and strategic relationships within these accounts and jointly identify targeted customer accounts and new revenue opportunities. This role requires self-motivation, high energy and a results-oriented mindset.

 

You’ll constantly be developing your knowledge of Webroot’s Cyber Resiliency Protection Platform and be able to articulate the value proposition of a layered security offering. You’ll play a key role in establishing the value proposition of Webroot’s portfolio as an additional revenue stream for your partners. 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:

 

 

Your First Six Months:

  • Learn the Webroot product portfolio, market positioning and enablement fundamentals to engage with your partner base.
  • Engage MSPs and establish management of pipelines and deal flow.
  • Develop and implement strategic business plans for key partners in conjunction with sales leadership on company’s overall vision and business model.
  • Recruit new Managed Service Provider partners within the Eastern territory with a focus on security and cyber resiliency.
  • Coordinate and deliver sales and technical enablement to partner organizations in collaboration with sales engineering team.
  • Prospect for new Managed Service Providers not currently using our technology.
  • Achieve and exceed quarterly and annual sales targets and support existing customer renewals.

 

Six to Twelve Months and Beyond:

  • All of the above, plus;
  • Grow the Webroot MSP business YOY with new partners as well as cross selling into existing partners.  
  • Assist channel marketing in the development and execution of marketing plans and effective lead generation strategies for key partners.
  • Manage an ongoing pipeline and opportunity flow with accurate forecasting.
  • Work effectively in a team setting with the ICAM assigned to the territory
  • Attend virtual and in-person trade shows and industry-related events to solicit new partners.
  •  

Key Challenges

 

 
   

 

Webroot has several different types of partners which require different engagement models; flexibility and managing change will be critical in this role. Our solutions appeal to a broad market and will require someone with technical aptitude and business acumen to clearly position our solutions and articulate our value proposition.

 

To be successful in this role, you must invest time in getting to know your customer base, identifying and focusing on their highest revenue potential partners. Success in this role will be measured against the achievement of sales targets, profitability, forecasting accuracy, demand, and lead generation activities for existing partners and the recruitment of new partners.

 

What It Takes:

 

 
   
  • 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 to completion
  • Demonstrated leadership capability in cross-functional team environments
  • The high degree of comfort with complex technical environments
  • Having and being able to articulate/defend an informed opinion on important topics

 

Skills & Experience:

  • 5+ years of Managed Services, channel sales, or alliance management experience in the technology/SaaS space.
  • Willingness to travel with easy airport access (50% travel).
  • Proven track record of success in achieving and exceeding monthly, quarterly, and annual sales quotas.
  • Demonstrated knowledge of managing pipelines, lead generation, business plan execution, and complex sales with channel partners and end users.
  • Proven experience building and maintaining strong relationships with key accounts.
  • Effective and confident communicator with excellent interpersonal and presentation skills; must be able to clearly articulate Carbonite’s value proposition.
  • Knowledge of cyber security, endpoint, and/or backup protection.

 

For Colorado residents, this job is expected to pay in the range of $81,000 to $170,000 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. Should you require accommodations during the selection process, please contact accommodationrequests@opentext.com.


OPENTEXT - THE INFORMATION COMPANY

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. 

Perks 
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. 

Benefits 
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.

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