Lead Account Technology Strategist - Healthcare

cloud software group•New York, NY

20d

About The Position

More than 100 million users around the globe rely on Citrix to help them adapt, transform, and meet the challenges facing every modern enterprise across private, public, managed, and sovereign cloud environments. We enable our customers to evolve, compete, and succeed by leveraging our software franchises for and across data, automation, insight, and collaboration. The Lead Account Technology Strategist (ATS) is responsible for strategic technical engagement with our customer’s business and IT decision-makers. Leading the end-to-end customer journey, as a trusted advisor, the Lead ATS will develop a Citrix technology roadmap to achieve customer's business and IT goals, identify opportunities that increase value creation, provide technical expertise that informs and impacts sales execution, develop value propositions essential to increased customer consumption and adoption, and utilizing a superior customer focus to facilitate ongoing partnership and customer retention. As a Lead ATS you will seek to forge new & innovative technology solutions that can be implemented and adopted to solve complex business problems for some of the largest organizations in the world. This position is in our Healthcare vertical, as such you will primarly be working with our largest healthcare providers.

Requirements

Understanding of Citrix’s competitive domain and technologies.
Broad understanding of the following: o DaaS / VDI o Applications o Enterprise Browser o Enterprise Mobility Management o o Networking o Enterprise Security o Data Management o Data Analytics
Passion for technology and innovation, and a proven “forward thinker.”
Strong understanding of business processes and their implementation into enterprise applications
Analytical and negotiation skills, particularly at the C-level
Ability to quickly grasp and distinctly explain technological and business concepts
Ability to evaluate and develop the existing teams and reshape them as necessary while mentoring and inspiring the team
Track record of consistently delivering revenue numbers and supporting accurate forecasts while maintaining a focus on team development and growth
Ability to work independently with limited oversight
Prioritizes and manages many diverse tasks, objectives, and risks
Excellent oral and written communications skills, as well as excellent presentation skills
Possesses a high level of specialized sales and product solution knowledge
Bachelor’s degree or equivalent experience required
7+ years of technical customer service experience in high-tech, indirect sales, and/or procurement environments with a record of success in driving customer adoption of technology
Ability to travel

Nice To Haves

The following certifications are beneficial but not required. o Citrix Certified Expert Virtualization (CCE-V), Citrix Certified Professional – Virtualization, Citrix Virtual Apps and Desktops Service on Citrix Cloud Certified (CC-VAD-CC), Citrix Virtual Apps and Desktops Service Integration with Microsoft Azure Certified (CC-VAD-MA) or Virtual Apps and Desktops Service Integration with Amazon Web Services Certified (CC-VAD-AWS) o Microsoft Certified Azure Administrator, or Azure Solutions Architect o AWS Certified Cloud Practitioner o Google Associate Cloud Engineer o Updated Security Certification
Healthcare industry experience is beneficial, but not required.

Responsibilities

Develop strategic partnerships and build trusted relationships with customers, technical stakeholders, and decision-makers, typically at senior levels across the customer’s organization
Fully integrate with customers, maintaining essential relationships across all levels through regular and consistent communication.
Possess a comprehensive understanding of customers’ highly dynamic and constantly changing environments and create strategic plans that align with customers' future goals.
Provide technical thought leadership and articulate industry trends and insights, serving as a trusted technology advisor both internally and externally.
Orchestrate technical engagement and resources to ensure customer needs are met, navigating a landscape filled with various technologies and compatibility factors.
Overcome technical and competitive objections, accelerating the technical evaluation component of the sales cycle.
Assess the potential application of products to meet customers’ business needs and demonstrate the value of solutions provided, ensuring high customer satisfaction and minimizing churn.
Conduct product demonstrations and technical presentations remotely or at customer locations, driving adoption and consumption in collaboration with Customer Success and internal stakeholders.
Engage in continuous discovery, bringing in resources such as SAs, PSEs, and PMs for demonstrations and discussions on new features, and adjust strategies as needs and goals change.
Build complex, multi-product proof of concept solutions for customer evaluations as part of a sales engagement process.
Manage various customer concerns, from licensing to wide-scale product needs, and coordinate with internal senior leaders and SMEs to ensure seamless service and resolution.
Conduct regular case reviews, anticipate issues before they arise, and consistently engage with customers to ensure their environments are running optimally.
Keep thorough records of all customer interactions, current use cases, potential future use cases, overall technical strategy, and any projects in Salesforce, ensuring preparedness for internal reviews and updates to leadership.
Serve as an external spokesperson and evangelist for the company’s vision and associated technologies.
Provide regular and efficient updates on assigned accounts to Sales and Sales Engineering management, consistently contributing to the broader team’s technical mindshare.
Present and communicate effectively at an executive level to multiple customers and prospects.
Own or collaborate on initiatives impacting their immediate sales area, such as go-to-market strategies, and positively influence sales opportunities beyond their own assigned account set.
Maintain a solid understanding of competitive technologies and how to position to “win.”
Provide thought leadership for the team, providing feedback and ideas on best practices
An experienced leader on the team, responsible for creating and sharing innovative use cases and go-to-market strategies, continuously adapting to and capitalizing on changes in the tech industry.
Capable of mentoring and leading other ATS professionals, fostering a culture of collaboration, innovation, and continuous improvement.
Strong ability to work across different departments (e.g., sales, product development, marketing) to align efforts and drive strategic initiatives.
Quickly adapts to changes in the technology landscape, using them as opportunities to create new business value for customers.
Possesses deep understanding of the industries in which their customers operate, including key trends, challenges, and regulatory environments.
Takes ownership of outcomes, holding themselves and others accountable for delivering on commitments and achieving strategic goals.
Proven track record of driving significant revenue through strategic upselling, cross-selling, and new business development
Expertise in aligning technology solutions with the customer's broader business strategy, ensuring that technology investments drive tangible business outcomes.
Assist in projects and initiatives outside the ATS organization that help drive GTM strategies and product development and direction