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Sr. Account Executive, Channels (VA, MD, NC, DC)

Req id:  28071

Arlington, VA, US Gaithersburg, MD, US Lexington, KY, US Gulf Breeze, FL, 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 ambitious Sr. Account Executive who is passionate about business strategy to develop, own and lead a portfolio of strategic partnerships for our Consumer product lines including Carbonite, Webroot, and Hightail. As this role and route to market is new to the Opentext Consumer business, it requires building a systematic and scalable approach including KPIs to be applied in both the pre- and post-deal phases to assess the success and impact of each.  Reporting to the Director, Channel Sales, this position will be responsible for identifying, evaluating and helping to design, negotiate and implement partnerships that further OpenText’s strategic objectives. This role requires critical thinking, creativity, business development, project management, and tactical execution skills.  You will be called upon to conceive and drive major partnerships and initiatives while working cross-functionally with our Product, Sales, Marketing, Legal, and Finance teams. This individual will play a crucial role in the success of our GTM (go to market) strategy and exceeding revenue targets.  


You Are Great At:

•    Play an integral role in driving the strategic partnerships by identifying new opportunities across Carbonite, Webroot, Hightail and future product lines. 
•    Maintain deep understanding of industry trends, corporate strategy, competitive landscape, corporate positioning and existing portfolio gaps relative to current strategic imperatives to identify and make recommendations for potential partnership opportunities.
•    Work cross-functionally with Product and Engineering leaders to define priorities and roadmaps and execute on the strategy for integrations with strategic partners. Work will include product alignment, business case, negotiations, integration development, GTM plans, and account management. Build joint business plans with our partners for initiatives, including end-to-end GTM plans as well as a robust set of KPIs, success metrics, joint accountability and governance. 
•    Manage technical and business negotiations, and partner with our legal team to develop and negotiate custom partnership agreements and repeatable templates to scale to broader ecosystem partnerships. 
•    Build and maintain a pipeline of potential partnership opportunities which may originate with existing OpenText clients or new entities, and establish a metrics-based system for assessing the opportunities
•    Lead, direct and is responsible for day-to-day management of deals with potential partners
•    Work cross-functionally and collaborate with all levels of management internally and externally to build and maintain mutually beneficial partnerships. 
•    Manage executive-level contacts with key partners, including QBRs and C-level stakeholder management. 


What It Takes:

•    8-10 years of experience in business development and partnership management. 
•    Experience with cloud services or SaaS a plus. 
•    A hunter who has brought a number of impactful strategic deals to life from conception to execution. 
•    Exceptional presentation, communication, and interpersonal skills. Adept at understanding and contributing to conversations with colleagues in technical functions around product specifications. 
•    Motivated, self-directed, and confident individual contributor who can thrive in a dynamic environment. 
•    Ability to develop, review and negotiate complex contracts and familiarity with standard deal structures. 
•    Strong organization, prioritization, and project management skills. 
•    Structured and analytical thinker with the ability to distill complex issues into structured frameworks and concrete plans. 
•    Data Security experience a plus
•    Undergraduate degree 
•    MBA, advanced technical degree and/or management consulting background preferred 




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.


For Colorado and New York residents, this job is expected to pay in the range of $100,00 - $155,000, 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. 


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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