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Channel Account Manager, MSP Cybersecurity

2 months ago

Dallas, Texas, United States opentext Full time

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 $81,000 to $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

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.