Lead Channel Account Manager

OpenText; Mumbai; On-site; INR 350,000 - 550,000; Full time

Job summary

OpenText is seeking a senior sales leader in Mumbai to drive bookings and build executive partnerships with strategic MSP partners. You will own the end-to-end sales cycle, onboard top partners, and develop GTM plans tailored to partner growth.

A deep understanding of data security is essential, along with a proven ability to accelerate revenue and manage partner ecosystems. You will travel within the Mumbai geography as needed, reporting on activity and outcomes to shape strategic decisions and

Qualifications

• Minimum 10+ years of SaaS sales experience in Mumbai market.
• Experience in building, managing, and scaling MSP partnerships.
• Strong understanding of data security and data protection products.
• Proven track record in creating and growing channel programs with partners.
• Experience collaborating with partner sales/technical teams to expand influence.

Responsibilities

• Directly drive bookings and sales plans across the assigned territory.
• Build and nurture high-level executive partnerships with strategic partners.
• Own the sales cycle from onboarding to profitability for channel partners.
• Develop monthly, quarterly, and annual GTM plans for partner growth.
• Maintain accurate sales activity data and weekly reporting for strategic decisions.

Skills

SaaS sales

Channel management

Partner development

Data security

Executive relationships

Job description

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

At OpenText, AI is at the heart of everything we do - powering innovation, transforming work, and empowering digital knowledge workers. We're hiring talent that AI can't replace to help us shape the future of information management. Join us.

OUR IMPACT

You will establish and nurture deep, strategic relationships at every level within our partner portfolio, including direct engagement with senior leadership (President/CEO), ensuring strong mutual alignment and commitment. You will drive 'big picture' channel goals forward while meticulously addressing day-to-day partner requirements, demonstrating a comprehensive ability to achieve both strategic objectives and operational efficiency.

WHAT THE ROLE OFFERS

• You will directly drive bookings and sales plans across your assigned territory, contributing significantly to the company's financial success
• Opportunity to build and nurture high-level, executive partnerships with key strategic partners, fostering deep business relationships
• Full ownership of the sales cycle and the ability to cultivate and develop new channel partners, from onboarding to maximizing profitability
• Build and maintain an in-depth knowledge of Carbonite/Webroot's products, the partner ecosystem, and the assigned market, positioning yourself as a trusted advisor
• Lead efforts to onboard and enable top partners, ensuring their success in selling and supporting all solutions, and driving their growth
• Develop and implement comprehensive monthly, quarterly, and annual Go-to-Market (GTM) plans tailored for partner growth
• Establish yourself as a trusted vendor champion within partner organizations, enhancing vendor relationships
• Play an integral part in maintaining accurate sales activity data through weekly reporting, ensuring strategic decision-making

WHAT YOU NEED TO SUCCEED

• Minimum 10+ yrs. selling SaaS solutions in Mumbai market
• Experience in building, managing, and scaling an MSP business, including driving client acquisition, revenue growth, and strategic partnerships.
• Good understanding of Data security and Data protection products.
• 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

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.

If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at [e-mail]. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.