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Partner Account Manager - RMM

Req id:  29210

Virtual, US Dallas, TX, US Southfield, MI, US Menlo Park, CA, US Viersen, DE San Mateo, CA, US CA, US Broomfield, CO, US Denver, CO, US Lexington, KY, US Brook Park, OH, US Indianapolis, IN, US Austin, TX, US Alpharetta, GA, US Salt Lake City, UT, US San Antonio, TX, US Arlington, VA, US Tinton Falls, NJ, 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

Together Carbonite—a leader in data protection and Webroot—a leader in data security—from the Opentext Business Solutions division.  The mission of our joint offering is to make cyber resilience simple, reliable, and accessible in the connected world. We enable comprehensive data protection for companies, consumers, and our vast network of partners around the globe.


Our business requires top talent. We foster a thriving, dynamic environment rich with inventive minds and entrepreneurial spirit. From engineering to sales and marketing, operations, and customer support, our employees are empowered and encouraged to build their careers at OpenText.



As the Channel Manager, you are responsible for maintaining the relationship between Opentext-Webroot and our various strategic channel partners. Your ability to penetrate new territories and align efforts from departments across both organizations is critical to your being successful in this role. Cross-functional teams from Opentext Territory Sales, Systems Engineering, Channel Marketing, Field Marketing, and Sales Operations functions to provide support and tools, and resources for you to demonstrate to attain and exceed sales performance goals.



You Are Great At:



The essential responsibilities of the Channel Manager are to work directly with our strategic partners to develop sales opportunities and to work effectively across functions with other Opentext employees to strengthen the partnership.


  • Demonstrate leadership and initiative.
  • Provide mentorship and management oversight to the strategic channel partner sales teams to help them drive their sales strategy and goal attainment.
  • Use relationship management techniques to develop selling opportunities with strategic channel partners.
  • Participate in strategy sessions with Opentext and strategic channel partner sales management team on a quarterly and annual basis.
  • Plan and direct channel activities including implementing forecasts, marketing program development, relationship development, customer happiness, and collateral material development and distribution.
  • Schedule and attend sales call appointments with a prospect in a partner organization.
  • Achieve monthly, quarterly, and annual sales targets.
  • Be seen and treated strategic channel partners as trusted and valued resources.
  • Collaborate with the field marketing organization to plan, deliver, and lead an effective communication and demand generation campaign for each focus partner.
  • Develop an account management plan to sell to customers based on their business need.
  • Develop quarterly MDF/Funding and event spend budgets based on Opentext revenue target
  • Strong verbal and written communications skills including presentation skills.
  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
  • A strong understanding of the sales process and Channel Sales.
  • Experience with target account selling, solution selling, and/or consultative sales techniques.
  • An aptitude for understanding how technology products and solutions tackle business problems.
  • Ability to communicate with senior managers about their business challenges and Opentext products.
  • As a top-tier, expert professional, with a full understanding of industry practices and company policies and procedures, you will apply attained experiences and knowledge in solving a wide range of issues in imaginative and practical ways.
  • Can own account responsibility or work on a team.
  • You will contribute dedicatedly to the sales team's efforts and positively influences decisions. May also act as a team leader and main decision market for the team
  • Can develop a budget to support the enablement, marketing, and promotion of the Opentext got-to-market plan
  • 5 to 10 years of experience is preferred.
  • A Bachelor of Arts or Sciences Degree; or related field is preferred.



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
  • A high degree of comfort with complex technical environments
  • Proven ability to articulate/defend informed opinions on important topics
  • 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 the product(s) meet client needs.
  • Ability to travel throughout sales territory.
  • Understanding of software sales & partner contract processes.


  • Product knowledge and/or awareness of the Carbonite & Webroot product(s).
  • 5+ years experience in sales accounts management role.
  • Recommended experience:
    • Antivirus-Malware, Security Agent Technologies
    • Business channels (SOC, MDR, MSP, or MSSP)
  • Preferred experience:
    • Salesforce


For Colorado residents, this job is expected to pay in the range of $74,000 to $184,000 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


Subject to applicable laws and regulations, OpenText’s global vaccination policy requires all employees to be fully vaccinated against COVID-19 to enter an OpenText office. Accommodations may be available for specific roles.


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.

Explore your career and potential. Become an OpenText Navigator.

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