Partner Account Manager

OPENTEXT

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.

OpenText Security solutions help organizations of all sizes protect their most valuable and sensitive information with products, services, and training. The modern portfolio of complementary security solutions offers security analysts 360-degree visibility across endpoints and network traffic to proactively identify, triage and investigate anomalous and malicious behavior. Our global sales team at OpenText works with customers to help them find information, no matter where it is buried, to effectively conduct investigations, manage risk and respond to incidents. Organizations rely on them to proactively prevent and detect threats across ever-expanding attack surfaces.

The Partner Account Manager (PAM) is skilled at balancing the interests of both OpenText and our valued partners. The PAM develops and nurtures a strategic/mutually beneficial relationship with the targeted set of partners and their ecosystem partners to drive additional revenue with joint sales and marketing efforts. The PAM will lead and coordinate all company activities with the partner, including education, enablement, marketing, executive briefings, business planning and client engagements. Our goal is to create a relationship where partners want to engage and grow with OpenText Cybersecurity.

Your Impact:

• Develop and execute a plan to develop, recruit, enable and drive active and recruit partnership
• Communicate OpenText Cybersecurity value proposition to Partners with special attention to how we translate the value proposition into action
• Team with sales and partner to create account plans and then manage the joint sales cycle
• Build and execute a joint Business Plan to grow partner revenue and achieve partner growth targets focused on new business and partner-sourced opportunities
• Work with channel marketing to perform local marketing activities with the partners in the assigned territory leveraging Market Development Funds
• Proactively run lead-generation activities with the partners, account mapping, call campaign sessions, joint events and tradeshows with the partners to increase the pipeline and generate net new opportunities
• Conduct quarterly reviews with strategic/key partners to drive consistent productivity against agreed KPIs Responsible for the day-to-day relationship management of partners
• Manage deal registrations, pipeline, and lead sharing with the partners
• Maintain productive, professional, relationships with key partner stakeholders
• Drive Partner Program adoption and proper execution – including sales & technical certification
• Sales & Technical enablement for partners and liaising with our solution consultant team to train partner Presales

What you need to succeed:

• At least 4 years of proven success in channel partner management or end user sales teaming with partners
• Knowledge of Application Security, Data Privacy and Protection, Identity & Access Management and/or Security Operations
• Demonstrated verbal, written and presentation communication skills commensurate to the role
• Excellent interpersonal, collaboration, negotiation and closing skills
• Analytical approach to determine best path to ROI for investing time and money
• Teams and collaborates with both internal teams and external partners to achieve a common goal
• Ability to self-motivate and work independently with a positive problem-solving attitude!
• University or Bachelor's degree.

Travel: 10-25%

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. As an Open Text Account Executive, you drive digital transformation for global clients, solving complex business challenges and accelerating their journey to the cloud. Your consultative expertise and success in complex sales cycles contribute directly to business growth, earning you a competitive compensation package that recognizes your substantial impact in shaping the digital enterprise landscape.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, 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 [email protected]. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.