Sr. Channel Account Manager

OPENTEXT - THE INFORMATION COMPANY 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. AI-First. Future-Driven. Human-Centered. At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We are hiring talent AI can't replace to help us shape the future of information management. Join us. YOUR IMPACT As a Sr. Channel Account Manager, you will play a critical role in driving revenue growth through OpenText’s channel ecosystem. You will own and execute a go-to-market strategy that accelerates pipeline generation, strengthens strategic partner relationships, and delivers consistent results across your assigned territory. This is a partner-facing, revenue-driving role where you will collaborate closely with Solutions Engineers, Marketing, and cross-functional sales teams to position the OpenText Cybersecurity portfolio as a strategic growth engine for partners. As a trusted advisor, you will help partners and clients navigate modern security challenges by delivering the cyber resilience story—protecting endpoints, data, and businesses—while exceeding revenue and performance goals. WHAT THE ROLE OFFERS Build and execute a territory go-to-market plan to drive pipeline growth and exceed quota. Develop and expand strategic partner relationships, including executive-level engagement. Create joint business plans with partners to build predictable pipeline, drive partner-sourced revenue, and increase market share. Collaborate with Solutions Engineers to position OpenText Cybersecurity and Microsoft-aligned offerings. Drive demand-generation initiatives with Marketing through campaigns, events, and partner programs. Enable partners through sales and technical training to increase mindshare, strengthen capabilities, and accelerate deal velocity. Coordinate sales and technical enablement programs with internal subject matter experts. Conduct partner QBRs, account mapping, and pipeline reviews both virtually and in person. Lead executive business reviews, territory planning, and pipeline strategy sessions that accelerate partner-driven growth. Represent OpenText at industry events, partner meetings, and trade shows. WHAT YOU NEED TO SUCCEED 5+ years of sales or account management experience, preferably within a channel-led SaaS or cybersecurity environment. Proven track record of achieving and exceeding sales targets and annual quota. Strong presentation, communication, negotiation, and relationship-building skills. Experience managing partner pipelines, maintaining CRM hygiene, and navigating complex sales cycles. Ability to articulate compelling value propositions and tell a strong cyber resilience story. Self-motivated, results-oriented, and comfortable working in a largely virtual environment. Knowledge of cybersecurity, endpoint protection, and/or data protection solutions. ONE LAST THING OpenText is more than a corporation—it’s a global community built on trust, character, and purpose. Here, we act ethically, care deeply about people, and put our clients first. We help teams succeed through collaboration, tackle challenges with resilience, and innovate with intention. Join us on our mission to drive positive change through privacy, technology, and teamwork. At OpenText, we don’t just have a culture—we live our values. Choose us because you want to be part of a company that empowers you to make a meaningful impact. 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 submit a ticket at Ask HR . Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace. Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. As you move through the hiring process, we’re happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off. Salary Range: $86,000-$129,000 + variable; Depending on the candidate’s education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted. California Residents: The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions. AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.