Inside Sales Executive at Opentext in San Mateo, CA

The Opportunity:

OpenText is seeking an experienced Account Executive (FSM/ISM) to join our growing Carbonite + Webroot channel sales team. This team is responsible for achieving and exceeding revenue targets through pipeline generation, marketing activities and management of strategic partners. Solution focus being Carbonite cloud backup & recovery (server and endpoint), DRaaS, high availability, migration solutions and services in addition to Webroot cybersecurity offerings. The Carbonite + Webroot portfolio provides resilience for our customers in terms of data protection and security, in a world where businesses are seeing an increase in attacks and challenges. We call this Cyber Resilience. The goal of this team is to ensure our customers and our partners reach their data protection and sales goals, and key performance targets are met and exceeded. Channel Partners are critical to our growth strategy and our Channel Team is the foundation to their success.

As a FSM/ISM, you will be responsible for building a go-to-market business plan to grow, develop, and cultivate Carbonite + Webroot opportunities and target accounts within the California, Nevada, and Hawaii territory. You will become a cyber resilience expert and will work closely with an assigned Inside Sales Executives as well as Solutions Engineers to tell the cyber resilience story and deliver the value proposition to our partners and their customers. You’ll play a key role in establishing the value proposition of Carbonite + Webroot’s portfolio as an additional revenue stream for your partners.

You will also work with the marketing team to regularly drive demand generation campaigns in your territory. You’ll need to build executive-level and strategic relationships within these accounts and jointly identify targeted customer accounts and new revenue opportunities with end users and partners. This is a dynamic role representing both Carbonite and Webroot products on the front line and requiring strategic thinking, strong sales acumen and a willingness to support the broader Sales teams in achieving and exceeding sales goals. This role requires self-motivation, high energy and a results-oriented mindset. This is an exciting and rewarding opportunity within a growing industry to join a talented team of like-minded 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.
• Working effectively in a team setting with AEs, SEs, BDRs, etc.
• Building and nurturing top-down, key relationships within target accounts
• Developing and implementing strategic business plans for your territory in conjunction with sales leadership on company’s overall vision and business model
• Identifying and sell into new Mid-Market accounts where our offerings helps protect their revenue streams.
• Coordinating and delivering sales and technical enablement to partners in collaboration with 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 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 SaaS industry
• Track record of proven success 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 Carbonite and Webroot value propositions – tell the cyber resiliency story
• Must be able to conduct market research and competitive analysis
• Willingness to travel with easy airport access (up to 50% travel when permissible)
• Knowledge of cyber security, endpoint and/or backup protection