Partner Account ManagerChannel Sales - Carbonite & Webroot
Your ImpactAs a Partner Account Manager, you will be a quota-carrying sales professional responsible for driving revenue growth and market share for OpenText, Carbonite, Webroot and Zix solutions across an assigned geographic territory. You will manage and grow relationships with VARs, Service Providers, strategic partners, and prospects while developing new business and expanding existing partner relationships.
You will work closely with VAR, DMR and Distribution partners to generate and accelerate pipeline, increase product adoption, and expand reseller-led sales opportunities. By leveraging your understanding of the channel ecosystem and technology solutions, you will help partners increase their capabilities, strengthen customer relationships, and grow revenue.
As the primary Partner Account Manager for your assigned territory, you will develop and execute channel strategies that drive partner engagement, pipeline creation, sales execution, and customer adoption. You will engage partners throughout the sales cycle, from opportunity identification and solution positioning through pricing negotiations, contracting, order fulfillment, and successful customer outcomes.
Working closely with internal sales, technical, service, and partner organizations, you will serve as a trusted advisor and industry expert. You will provide partners with the knowledge, resources, training, and sales support needed to increase mindshare and successfully position OpenText, Carbonite, Webroot and Zix solutions within their customer base.
Success in this role includes:
- Driving revenue growth and market share across an assigned geographic territory.
- Developing and managing strong relationships with VARs, Service Providers, and strategic partners.
- Creating and influencing pipeline through partner-led and end-user opportunities.
- Consistently achieving or exceeding monthly and quarterly revenue targets.
- Leading opportunities through pricing, negotiation, contracting, and order fulfillment.
- Increasing partner product knowledge, engagement, and adoption through training and enablement.
- Establishing OpenText, Carbonite, Webroot and Zix as strategic solutions within the partner ecosystem.
What the Role OffersOpenText is a global leader in Information Management, helping organizations transform how they manage, secure, and leverage information.
This role offers the opportunity to:
- Drive strategic growth across a diverse ecosystem of VARs, DMRs, and strategic partners.
- Build and expand relationships within the technology channel while influencing partner business strategies.
- Develop new pipeline and revenue opportunities across OpenText, Carbonite, Webroot and Zix solutions.
- Help partners expand their technology offerings and develop recurring, subscription-based revenue streams.
- Serve as a trusted advisor to partner executives, sales teams, technical resources, and end-user customers.
- Leverage your industry expertise to identify market opportunities and develop effective territory strategies.
- Collaborate with internal sales, technical, service, and partner teams to execute complex opportunities.
- Deliver partner enablement, training, seminars, and sales support designed to increase mindshare and revenue.
- Influence customer adoption and help organizations address their evolving technology and security needs.
At OpenText, you will work with innovative technology, world-class sales professionals, and an extensive global partner ecosystem. We offer competitive compensation, comprehensive benefits, flexible work options, and significant opportunities for career growth and development.
What You Need to Succeed- Proven success managing VAR, Service Provider, Managed Service Provider, or strategic technology partner relationships.
- 5+ years of territory sales experience in a high-tech environment, with a demonstrated track record of achieving or exceeding revenue targets.
- Strong understanding of indirect sales models, channel procurement, and partner-led selling.
- Proven ability to generate and influence pipeline through both partners and end-user engagement.
- Strong knowledge of sales techniques and processes, including needs analysis, objection handling, ROI development, negotiation, and closing.
- Ability to understand and effectively position OpenText, Carbonite, Webroot and Zix solutions.
- Knowledge of complementary hardware, software, cloud, security, and technology solutions.
- Ability to motivate, train, and enable partners to increase product knowledge, mindshare, and revenue.
- Strong forecasting, pipeline management, CRM, and territory planning skills.
- Excellent oral, written, presentation, negotiation, and relationship-building skills.
- Strong business acumen, work ethic, ownership, and follow-through.
- Bachelor's degree or equivalent experience.
- Anticipated travel: 40-50%
#LI-CM1
Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. As you move through the hiring process, we're happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.
Salary Range: $155,000 - $190,000 including commission; Depending on the candidate's education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary will include variable commission and may vary and be higher or lower than the range posted.
California Residents: The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions.
