Channel Account Manager, Msp Cybersecurity

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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
OpenText is actively seeking an experienced Account Executive (AE) to join our growing OpenText channel sales team. This team is responsible for exceeding revenue targets by creating a robust pipeline, executing marketing activities, managing strategic partners, and overseeing account renewals. Our solution focus includes Webroot MSP products such as Endpoint Protection, DNS, Security Awareness Training solutions, and services, along with Carbonite Data Protection offerings. We've also expanded our portfolio to include Email Threat Protection Solutions, Microsoft Suite, and cloud-to-cloud backup solutions.
Our combined portfolio offers our customers resilience in terms of data protection and security, a necessity in a world where businesses face increasing attacks and challenges. We call this Cyber Resilience. The team's goal is to ensure our customers and partners achieve their security, data protection, sales goals, and account renewals, exceeding key performance targets. Our Channel Partners are vital to our growth strategy, and our Channel Team is the cornerstone of their success.
As an AE, you'll be tasked with crafting a go-to-market business plan to expand, develop, and nurture Opentext Cybersecurity opportunities and target accounts within your assigned territory. You'll become a cyber-resilience expert, working closely with assigned Solutions Engineers to communicate the cyber resilience narrative and deliver our value proposition to our partners and their customers. You'll play a pivotal role in promoting the value proposition of Carbonite + Webroot's portfolio, including our new offerings, as an additional revenue stream for your partners.
You'll also collaborate with the marketing team to consistently drive demand-generation campaigns in your territory. Building executive-level and strategic relationships within these accounts will be key, as you jointly identify targeted customer accounts, new revenue opportunities, and account renewals with end-users and partners. This dynamic role represents the entire portfolio of OpenText cybersecurity including acquired portfolio solutions like Pillr, Webroot, Zix, and Carbonite products on the front line, and requires strategic thinking, robust sales acumen, and a readiness to support the broader Sales teams in achieving and exceeding sales goals. This role demands self-motivation, high energy, and a results-oriented mindset. It's an exciting and rewarding opportunity within a burgeoning industry to join a talented team of individuals who share a passion for excellence and teamwork.
You Are Great At
Achieving and exceeding quarterly and annual sales goals
Helping customers and partners progress through our sales process.
We are working effectively in a team setting with AEs, SEs, BDRs, etc.
Building and nurturing top-down, key relationships within target partners
Developing and implementing strategic business plans for your territory in conjunction with sales leadership on the company's overall vision and business model
Identifying and selling into new Mid-Market MSP partners where our offerings help protect their revenue streams.
Coordinating and delivering sales and technical enablement to partners in collaboration with the sales engineering team – enabling our partners to think of us first when a project arises
Maintaining high levels of activity and productivity in a highly autonomous, mostly virtual work environment
Showing resourcefulness in working with cross-functional teams
Resolving disputes and understanding contractual language
Assisting channel marketing in the development and execution of marketing plans and effective lead-generation strategies for key partners
Account mapping with partners whether in-person or virtual and driving overall awareness
Attending virtual and in-person trade shows and industry-related events to solicit new target accounts.
What It Takes
4+ years of sales/account management experience, preferably in the Managed Service Provider space
Track record of proven success in achieving sales targets and driving sales growth
Outstanding presentation and communication skills, both written and verbal
Demonstrated knowledge of managing pipelines, lead generation, business plan execution, and complex sales with channel partners and end-users.
Must be able to understand and articulate the OpenText Cybersecurity value propositions – tell the cyber resiliency story
Must be able to conduct market research and competitive analysis
Willingness to travel with easy airport access
Knowledge of the cybersecurity landscape
For California, Colorado Washington state, and New York City residents, this job is expected to pay a minimum of $80,000 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.
For

Colorado

residents, this job is expected to pay in the range of $81,000to $ 190,000

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

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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.
OPENTEXT -THE INFORMATION COMPANY
We believe that our values are the compass that steers us in the right direction and helps us stay true to our mission. These values will not only guide our everyday decisions but also influence our strategic direction and the way we work. They reflect who we are as individuals and as a collective force, uniting us in our shared purpose.
CREATE THE FUTURE
We create economic growth that is inclusive and sustainable.
BE DESERVING OF TRUST
The world's most trusted companies trust OpenText, and we demonstrate this in our actions as individuals, as a company, and as technology.
WE, NOT I
We build global communities of purpose and challenge by supporting each other to exceed expectations and solve complex problems.
RAISE THE BAR
We set high standards and exceptions, to learn, to be better.
OWN THE OUTCOME
We tap into our creativity to deliver incredible experiences for customers, to ourselves, and for our planet.
" We believe a workplace should be human above all else. We ask excellence of our employees and reward it by creating an environment that is welcoming, challenging and that encourages real growth and development, not empty platitudes, or trinkets. " - Mark Barrenechea, CEO & CTO

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