Sr. Account Executive, Channels

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.  

Company Overview

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.

The Role

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.

Specific Objectives and Responsibilities

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 partner.
• 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 partner organization.
• Achieve monthly, quarterly and annual sales targets.
• Be seen and treated strategic channel partner as a trusted and valued resource.
• 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 customer based on their business need.
• Develop quarterly MDF/Funding and event spend budgets based on Opentext revenue targets

Job Responsibilities
 

• 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 efforts and positively influences decisions. May also act as a team leader and main decision market for team
• Can develop a budget to support the enablement, marketing and promotion of the Opentext got to market plan

Education & Experience
 

• 5 to 10 years of experience is preferred.
• A Bachelor of Arts or Sciences Degree; or related field is preferred.

At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer.

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.