OPENTEXT - THE INFORMATION COMPANY
Together Carbonite and Webroot form the SMB and Consumer Division of OpenText. The mission of our joint offering is to make cyber resilience simple, reliable and accessible in the connected world. We foster a thriving, dynamic environment rich with inventive minds and entrepreneurial spirit and our employees are empowered and encouraged to build their careers at OpenText.


The Opportunity
Webroot, an OpenText company, is seeking an experienced Channel Account Manager (CAM) to join our growing channel sales team. This team is responsible for achieving and exceeding revenue targets through pipeline generation, marketing activities and management of strategic partners. The goal of this team is to ensure partner sales goals and key performance targets are met and exceeded. This is a high-performing team and the CAMs are a critical piece to the ongoing success of growing revenue within the partner base.

As a CAM, you will be responsible for building a go-to-market business plan to grow, develop, and cultivate Webroot's Managed Service Provider accounts within the Western territory, with the goal of increasing revenue and mindshare. You will work closely with our marketing team to regularly drive demand generation campaigns with each partner. You'll need to build executive-level and strategic relationships within these accounts and jointly identify targeted customer accounts and new revenue opportunities. This role requires self-motivation, high energy and a results-oriented mindset.

You'll constantly be developing your knowledge of Webroot's Cyber Resiliency Protection Platform and be able to articulate the value proposition of a layered security offering. You'll play a key role in establishing the value proposition of Webroot's portfolio as an additional revenue stream for your partners. This is an exciting and rewarding opportunity within a growing industry to join a talented team of like-minded individuals who share a passion for excellence and teamwork.

You Are Great At
- Engaging MSPs and managing an ongoing pipeline and opportunity/deal flow with accurate forecasting
- Developing and implementing strategic business plans for key partners in conjunction with sales leadership on company's overall vision and business model
- Recruiting new Managed Service Provider partners within the Western territory with a focus on security and cyber resiliency
- Coordinating and delivering sales and technical enablement to partner organizations in collaboration with sales engineering team
- Prospecting for new Managed Service Providers not currently using our technology
- Achieving and exceeding quarterly and annual sales targets and supporting existing customer renewals
- Growing the Webroot MSP business YOY with new partners as well as cross selling into existing partners
- Assisting channel marketing in the development and execution of marketing plans and effective lead generation strategies for key partners
- Working effectively in a team setting with the ICAM assigned to the territory
- Attending virtual and in person trade shows and industry related events to solicit new partners

What It Takes
- 5+ years of Managed Services, channel sales or alliance management experience in the technology/SaaS space
- Willingness to travel with easy airport access (50% travel when permissible)
- Proven track record of success achieving and exceeding monthly, quarterly and annual sales quota
- Demonstrated knowledge of managing pipelines, lead generation, business plan execution and complex sales with channel partners and end users
- Proven experience building and maintaining strong relationships with key accounts
- Effective and confident communication, interpersonal and presentation skills; must be able to clearly articulate our value proposition
- Knowledge of cyber security, endpoint and/or backup protection


At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of race, creed, color, national origin, ancestry, disability, marital status, sex, age, veteran status or sexual orientation. If you require accommodation at any time during the recruitment process please email accommodationrequests@opentext.com. Applicants have rights under Federal Employment Laws including but not limited to: Family and Medical Leave Act (FLMA), Equal Employment Opportunity and Employee Polygraph Protection Act.