Sr. Channel Account Manager

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:

The Channel Account Manager is a quota-carrying position primarily focused on managing the relationships with our VAR community and, in some cases, transitioning them into Manage Service Providers. Specializing in both Carbonite and Webroot solutions, increase OpenText, Carbonite & Webroot, market share, and revenue by generating pipeline (New Product launch) or helping to generate Pipeline (End User). Capable of engaging with partners as opportunities are identified and able to work as the assigned Partner Account Manager to develop and drive Channel execution through your territory, close sales and achieve or exceed revenue targets. Leveraged as an industry and market expert to develop and present sales proposals, and systems solutions and assist in closing complex technical sales.

You Are Great At:

•    Develops and manages an assigned geographical territory consisting of Service Providers, VARS, strategic partners and prospects to increase OpenText, Carbonite & Webroot, market share, and revenue.
•    Prospects for new business within VARS and direct Service Provider engagement, working with partners to increase product knowledge and efficiencies.
•    Manages both an indirect procurement and direct engagement model.
•    Responsible for all aspects of the sale from pricing negotiations to contract development to ensuring successful order fulfillment once the order has been received and processed for all Manage Service business within your territory.
•    Ability to leverage and maximize partners as the fulfillment channel while working with OpenText, Carbonite & Webroot, and 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 understanding customer needs, overcoming 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, and 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

While OpenText is an Equal Opportunity Employer, our 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 accomodationrequests@opentext.com.

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 to maintain a safe workplace for our employees.