Channel Account Manager, Ne Us and Canada

5 days ago

Mississauga, Canada 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**:
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, 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 both 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, 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 partnership 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 pipeline.
- Strong knowledge of sales techniques and processes including the ability to understand customer needs, overcoming objections, return on investment analysis, closing the sale through appropriate procurement vehicle (shrink wrap, licensing, etc.)
- 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+ years experience managing relationships with service providers

This job is expected to pay in the range of $129,000** **to $180,000 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.

**L’OPPORTUNITY**:
Le** Channel Account Manager** est un poste de quota principalement axé sur la gestion des relations avec notre communauté VAR et, dans certains cas, leur transition vers la gestion des fournisseurs de services. Spécialisé dans les solutions Carbonite et Webroot, augmentez OpenText, Carbonite & Webroot, la part de marché et les revenus en générant un pipeline (lancement de nouveaux produits) ou en aidant à générer un pipeline (utilisateur final). Capable de dialoguer avec des partenaires au fur et à mesure que des opportunités sont identifiées et capable de travailler en tant que responsable de compte partenaire attitré pour développer et piloter l’exécution des canaux sur votre territoire, conclure des ventes et atteindre ou dépasser les objectifs de revenus. Mis à profit en tant qu’expert de l’industrie et du marché pour développer et présenter des propositions de vente, des solutions de systèmes et aider à conclure des ventes techniques complexes.

**VOUS EXCELLEZ DANS LES DOMAINES SUIVANTS**:

- Développe et gère un territoire géographique assigné composé de fournisseurs de services, de VARS, de partenaires stratégiques et de prospects pour augmenter OpenText, Carbonite & Webro

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