Manager, MSP Channel Sales - Cybersecurity
Location
Southfield, MI | United States
Job description
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.
OpenText enables the digital world as the global leader in Enterprise Information Management, both on premises and in the cloud. We embrace all things digital and are committed to being the Best Place to Work for our Employees in over 140 locations around the world.
We obsess over our customers to ensure they are wildly successful in embracing the Digital World. Our customers entrust us with their most important information, we need to be their most trusted partner. What we do, we do well. What we create, we do purposefully to impact the world. If you believe in this and are passionate about enabling the Digital World, then let OpenText turn your career vision into reality.
Together Carbonite and Webroot form the Business Solutions 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.
We are looking for a high-energy, driven Channel Sales Manager with solid technology, MSP, and Channel sales experience. Reporting to the Sales Director, AMER, the selected candidate will lead and manage part of the MSP sales organization for the Direct Sales team. Accountable for growing the security and data protection business and achieving region revenue, bookings, gross margin, market penetration, installed base retention, and cost control objectives.
You Are Great At:
- Drives and supports MSP and channel-focused business models, go-to-market strategies, and sales/marketing initiatives for regional effectiveness.
- Ensures optimal and increased account coverage through direct and partner sales resources.
- Develops and grows salespeople to ensure maximum productivity and to ensure a qualified sales talent base that is ready and able to support future growth.
- Able to manage and influence cross-functional teams to overachieve against organizational goals.
- Supports sales leadership and front-line sales in developing key and/or difficult account opportunities.
- Works hand in hand with the Channel Leader & team to collaborate on joint opportunities
- Sales Team Management
- Developing the Sales team through coaching, feedback, and personal development. Monitoring and reviewing their performance and ensuring feedback is provided in a fair and timely manner to permit further growth.
- Motivate and inspire the Sales team to not just achieve targets but to actively exceed targets.
- Ensure that members of the Sales Team have clear objectives and targets so that there is clear communication and understanding of what is required of them.
- Take timely action where underperformance is evident by ensuring Performance Improvement Plans are implemented and additional training and support are provided to address the concern.
- Overseeing the Direct/Channel Sales process, ensuring that the required resources are focused and aligned to the core Key Performance Indicators and strategy.
- Be the Voice of the regional sales team.
- Communicate and collaborate with Finance, Support, Operations, Product Management and OT Senior Management on all Sales related issues for the MSP sales team.
- Ability to manage, lead, and coach salespeople with different levels of experience and tenure
- Manage the Business Development function to drive qualified leads into the sales teams.
- Sales Operations
- Ensure that all Sales Opportunities are entered, tracked, and worked within Salesforce.com and that all notes are always to a high-quality standard.
- Development of the Sales Reporting from Salesforce so that there is accurate and clear reporting at all times of the opportunities for MSP AMER.
- Develop and implement continuous process improvement to ensure customer satisfaction and company efficiency is maintained at a high standard.
- Providing and developing sales forecasting models for the region and ensuring that performance is tracked against the submitted quarterly forecast. Regular communication of the performance vs forecast is required at all times.
What It Takes:
- 5+ years’ experience in a management role preferably in the software industry
- 5+ years of RMM, and MSP sales experience
- Demonstrated ability to build and lead a high-performing team while working independently and taking initiative
- Must have a New Business / Hunting mentality
- Needs to have an understanding of the Channel, MSP, and RMM partners
- Proven track record of over-achieving quota
- Demonstrated success with new business development/account penetration
- Relationship management expertise with proven ability to retain and grow accounts
- Excellent communication skills
- Strong financial and analytical skills
- Data protection sales experience desired
- Bachelor’s degree preferred; equivalent experience may be considered
For California, Colorado and Washington state and New York city residents, this job is expected to pay a minimum of $110,200 in addition to a comprehensive and competitive group benefit and healthcare plan. Individual compensation will be determined based on skills and experience comparable to the job requirements.
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 [email protected] .
Job tags
Salary
