Sr. Account Executive, Channels

OpenText; Reading; On-site; GBP 80,000 - 100,000; Full time

Job description

Your impact
As a Sr. Account Executive, Channels, you will be responsible for building a go-to-market business plan to grow, develop, and cultivate opportunities and target partner accounts, mainly managed services providers (MSPs) within your assigned territory. You will become a cyber-resilience expert across the Opentext Cybersecurity Portfolio integrated in our Secure Cloud platform built for the MSP / SMB market, and work closely with assigned Inside Sales Executives and Solutions Engineers to tell the cyber resilience story. You’ll play a key role in establishing the value proposition of our Opentext Secure Cloud platform as an accelerator of business growth and simplifying operations for existing MSP partners, and grow the MSPs base in your territory. 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 with your partners and jointly identify new revenue opportunities to grow their managed services business, working on cross-selling potential and leveraging solution bundles. This role requires self-motivation, high energy, and a results-oriented mindset.

What the role offers

• Helping 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 partner accounts and focus on growth
• Developing and implementing strategic business plans for your territory in conjunction with sales leadership on the company’s overall vision and business model
• Identifying and selling into new SMB / MSP-Market accounts where our offerings help protect their revenue streams.
• Coordinating and delivering sales and technical enablement to partners in collaboration with the sales engineering team – enabling our partners to think of us first when a project arises
• 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
• Attending in-person trade shows and industry-related events to solicit new target accounts.

What you need to succeed

• Track record of proven success in achieving sales targets and driving sales growth
• Outstanding presentation and communication skills, both written and verbal, in English.
• Demonstrated knowledge of managing pipelines, lead generation, business plan execution, and complex sales with channel partners and end-users.
• Business acumen in the SMB / MSP target market in your territory
• Must be able to conduct market research and competitive analysis
• Willingness to travel with easy airport access (up to 50% travel when permissible)
• Profound knowledge of the cybersecurity solutions space, such as data security and data protection

One last thing
OpenText is more than just a corporation; it's a global community where trust is foundational, the bar is raised, and outcomes are owned.