Partner Sales Executive, Cybersecurity

Open Text Inc.

5d•$155,000 - $190,000•Hybrid

About The Position

As 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.

Requirements

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.

Responsibilities

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.