Full Job DescriptionOPENTEXT – 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
You are a proven channel professional with a strong working knowledge of selling solutions into and via the channel (Managed Service Providers (MSPs), Value Added Resellers and Distributors).
You will be working to establish your profile at every level of your portfolio of partners, including the respective senior level leadership team (president/CEO). In these conversations, you are fluent in channel and resale economics and have at your fingertips the information you need to have fact-based discussions around how the business is performing and how Carbonite/Webroot delivers value to both the channel and end-user business.
You must be able to establish and maintain strong relationships, possess superb oral and written communication skills, strong technical aptitude, and demonstrate a comprehensive ability to drive “big picture” goals while at the same time satisfying smaller, partner-level daily requirements.
You are great at
Meet or exceed bookings sales plans for all partners in assigned territory
Build and maintain an in-depth knowledge of Carbonite/Webroot’s products, partners and assigned territory
Develop and drive channel business using Carbonite/Webroot team members & corporate resources
On-board and enable top partners to ensure partner success in selling and supporting all Carbonite/ Webroot solutions
Support regional tradeshow activity and support resellers and distribution partners as appropriate
Cultivate and develop new channel partners
Qualify opportunities and move them through the sales process including closing sales
Establish executive level partnerships with targeted strategic partners
Manage all aspects of sales cycle in geographic territory to maximize profitability
Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners
Weekly Reporting required to provide up to date activity to maintain accuracy is Salesforce
Maintain a detailed understanding of top partners’ business (pain points, investment areas, profitability factors, etc.)
Consistently articulate Webroot value proposition to top partners in order to maintain and increase Webroot’s share of each partner’s business
Develop and implement monthly, quarterly and annual GTM plans to ensure partner growth
Establishing yourself as a vendor champion in building vendor relationships within your partners
What it takes
Minimum 10+ yrs. selling SaaS solutions in Mumbai market
Proven track record in building channel programs with strategic partners
Proven track record working with partners sales/technical organization to understand the business and increase our sphere of influence
Experience driving “top of mind” mentality with channel partners
Ability to recruit, manage and build relationships with the channel
Ability to prioritize partners based on revenue opportunity, technical ability, and understanding their business model
Experience delivering both in-person and web-based product training and presentations
Ability and willingness to travel within the assigned geography
At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer.