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Channel Sales Specialist, MSP Cybersecurity

3 months ago

Waukesha, Wisconsin, United States opentext Full time

OPENTEXT
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

YOUR IMPACT

A Channel Account Manager at Pillr-OpenText plays a pivotal role in driving revenue growth by identifying and closing new business opportunities in the commercial, state, local, and education sectors. As a key contributor, you will utilize all available resources to build a pipeline of opportunities, establish strong relationships with vendor sales counterparts, and deliver tailored solutions to meet customer needs. Your efforts will directly impact OpenText's mission to provide cutting-edge cybersecurity solutions and services.

WHAT THE ROLE OFFERS

  • Utilize resources like Seamless, LinkedIn, CRM, trade show leads, networking groups, distribution partnerships, technology partnerships, and customer referrals to build a robust pipeline of opportunities and close new business with both MSP and potential end-user companies.
  • Maintain a consistent pipeline of opportunities, managing 30, 60, 90, and 120-day close dates.
  • Establish and nurture relationships with Pillr vendor sales counterparts in distribution and technology partners to drive joint business opportunities.
  • Complete all required training for current Pillr offerings and seek out additional knowledge about cybersecurity tools, solutions, and competitive offerings in SOCaaS, MDR, and SIEM/SOC solutions. Share insights with the Pillr sales team.
  • Travel within the assigned territory to call on regular and prospective customers and vendor partners to solicit opportunities.
  • Maintain accurate and current customer data, opportunities, forecasts, and other sales information in the company CRM program.
  • Analyze customer needs, strategize with sales leadership and support teams to understand requirements, and tailor Pillr solutions to meet those needs.
  • Deliver tailored sales presentations, actively participate in demos and onboardings, and ensure accurate Statements of Work (SOW) are delivered to clients where applicable.
  • Quote prices, prepare sales contracts, and negotiate and close deals in coordination with distribution sellers to maximize selling opportunities.
  • Ensure 100% customer satisfaction in all engagements, orders, and Pillr business interactions.
  • Develop and implement individual sales goals with manager input to achieve corporate objectives.
  • Review market trends to determine the best methods and processes to satisfy customer requirements with Pillr offerings.
  • Prepare periodic territory sales reports showing sales volume, potential sales, and areas for client base expansion. Manage expenses appropriately with management approval Base expansion.

WHAT YOU NEED TO SUCCEED

  • Proven track record in sales, preferably in a similar role, with a strong focus on B2B sales and pipeline management.
  • In-depth understanding of cybersecurity tools and solutions, specifically in SOCaaS, MDR, and SIEM/SOC solutions.
  • Excellent communication, negotiation, and presentation skills. Ability to analyze customer needs and develop strategic solutions.
  • Experience with CRM software for managing sales data and customer information.
  • Strong ability to build and maintain long-lasting relationships with customers and vendor partners.
  • Ability to stay updated on industry trends and continuously improve knowledge and skills.
  • Willingness to travel within the assigned territory to engage with customers and partners.

ONE LAST THING

At OpenText, we are more than just a corporation; we are a global community where trust is foundational, the bar is raised, and outcomes are owned. Join us to revolutionize the way businesses operate with our innovative cybersecurity solutions and services. Apply now to make a significant impact on your career and the digital world

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.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.