Principal Account Technical Strategist

cloud software group

1d•$140,864 - $253,555

About The Position

Primary Duties/Responsibilities: Own the end-to-end technical strategy for a portfolio of the most complex North America Government federal accounts, translating DoD and agency mission priorities into multi-year Citrix technology roadmaps that drive platform adoption, mission outcomes, and measurable growth. Establish and sustain executive-level trusted advisor relationships and governance across customer and partner ecosystems (mission owners, program offices, acquisition, security, and operations), aligning stakeholders on architecture decisions, risk posture, and modernization sequencing. Provide technical thought leadership that shapes customer modernization approaches and internal standards by connecting Citrix capabilities to federal mission drivers, policy constraints, and market trends: > Diagnose mission outcomes, current-state architecture, constraints, and risks across classified and unclassified environments; develop target-state architectures and decision frameworks (tradeoffs, sequencing, and operational impacts). > Codify and scale repeatable patterns (reference architectures, security baselines, playbooks, and customer-ready narratives) that increase the broader team’s technical mindshare and execution consistency. > Represent Citrix as a senior technical spokesperson with customer executives, industry forums, and strategic partners, influencing technical direction and establishing credibility for the platform. > Understand your assigned accounts current use cases, challenges and opportunities and the value the Citrix platform brings to their business. > Consistently contributes to the broader team’s technical mindshare. > Serve as an external spokesperson and evangelist for Citrix vision and associated technologies. Lead the technical strategy for complex evaluations and competitive displacement, de-risking executive decisions and accelerating time-to-value by: > Defining win strategies grounded in mission requirements, security/compliance constraints, and total cost of ownership; advising account teams on differentiated positioning and executive messaging. > Delivering executive-ready architecture briefings, deep technical reviews, and product demonstrations for senior technical and cyber leadership, both remotely and on-site. > Designing and governing complex, multi-product proofs of value (POVs) with clear success criteria, test plans, and transition-to-production paths. > Maintaining solid understanding of competitive technologies and how to position to “win”. > Conducting product demonstrations and technical presentations remotely or at customer locations \ Citrix facilities. > Design and build complex, multi-product proof of concept solutions for customer evaluations. Drive platform adoption, mission readiness, and operational resilience for the federal customer environment by leading outcome-based success plans and high-stakes stability engagements: > Author and maintain an executive-aligned technical roadmap that translates requirements into actionable opportunity proposals, operational requirements, high-level designs, and customer success plans with measurable outcomes. > Own major-incident and escalation leadership for the account(s), including stakeholder communications, trend analysis, root-cause reviews, risk acceptance/mitigation recommendations, and support readiness planning. > Establish and run senior-level customer cadences (architecture boards, technical strategy reviews, value briefings, and environment reviews) to drive decisions, unblock delivery, and validate outcomes. > Orchestrate cross-functional execution across sales, product, engineering, support, partners, and leadership: >> Provide concise, decision-oriented updates and risk/issue briefs for internal leadership, shaping prioritization and investment. >> Engage and lead virtual teams to deliver customer outcomes, while identifying systemic gaps and driving improvements to repeatable processes and standards. Formalize and deliver a strategic customer technology roadmap that identifies customers’ needs and requirements that can be translated into actionable opportunity proposals, operational requirements, high-level designs, and customer success plans. Be the primary contact for all the customer stability activity including escalation management, proactive communication, and general supportability insight such as delivering trend analysis, root cause analysis, scheduled support planning. Maintain and conduct customer cadences: Discovery Workshops, Technical Strategy Review, Value Briefings, and Environment reviews. Working in collaboration with internal and cross functional teams: Provide regular and efficient updates on assigned accounts to sales, product, and leadership teams Responsible for engaging and leveraging the wider team where appropriate to help manage and deliver the best customer outcomes.

Requirements

Demonstrated record designing and delivering large-scale, mission-critical enterprise architectures leveraging Citrix technologies, including multi-domain, multi-enclave, and hybrid environments with stringent security and availability requirements.
Exceptional prioritization and operating rigor—able to manage a portfolio of initiatives, establish governance and cadences, and drive outcomes across ambiguous, fast-changing customer environments.
Ability to rapidly synthesize emerging technologies, third-party integrations, and policy shifts into practical architectures, repeatable patterns, and guidance that scales across teams and accounts.
Executive presence and the ability to establish credibility quickly with senior customer leaders through clear, outcome-oriented technical communication, sound judgment, and trusted-advisor engagement.
Proven ability to distill complex technical, operational, and risk considerations into concise executive narratives and decision-ready recommendations (tradeoffs, sequencing, cost, and mission impact).
Deep understanding of Citrix’s competitive landscape and adjacent technologies, with the ability to define and execute technical win strategies for complex, high-visibility evaluations.
Mastery across the architecture domains required to deliver secure digital workspace outcomes in North America Government federal environments, including:
Citrix Virtual Apps and Desktops (CVAD) / DaaS architecture, performance, capacity planning, and high availability
NetScaler / ADC design (traffic management, SSL/TLS, MFA integrations, API gateways, and secure access patterns)
Identity, access, and device posture concepts supporting ICAM and Zero Trust (conditional access, PAM, and federation patterns)
Enterprise security and compliance alignment (NIST 800-53 controls, RMF/ATO considerations, encryption, logging, and audit readiness)
Networking and connectivity fundamentals for hybrid and multi-enclave architectures (segmentation, DNS, routing, proxies, and resiliency)
Application delivery and lifecycle integration (packaging, entitlement models, profile management, and automation/Infrastructure as Code)
Observability and operational excellence (SLOs, incident response practices, root-cause analysis, and continuous improvement)
DaaS / VDI
Applications
Enterprise Browser
Enterprise Mobility Management
Networking
Enterprise Security
Data Management and Analytics
Strong understanding of business processes and their implementation into enterprise applications
Strong analytical, facilitation, and negotiation skills-able to align diverse stakeholders, resolve architectural conflicts, and drive decisions with senior leaders in high-stakes environments.
Operate autonomously while leading through influence-mentoring others, elevating technical standards, and mobilizing virtual teams across sales, engineering, product, and support to deliver customer outcomes.
Exceptional written and verbal communication skills, including the ability to produce and present executive-level artifacts (strategy briefs, architecture narratives, risk memos, and technical recommendations) suitable for senior customer and internal leadership.
Active United States Top Secret security clearance required
Bachelor’s degree or equivalent experience required
10+ years of Sales Engineering and/or Consulting experience in high-tech, indirect sales, and procurement environments with a record of success in driving customer adoption of technology
7+ years of experience in SaaS or PaaS
Ability to travel within assigned territory
Ability to work in and successfully navigate complex and matrixed organizations

Nice To Haves

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)
Microsoft Certified Azure Administrator, or Azure Solutions Architect
AWS Certified Cloud Practitioner
Google Associate Cloud Engineer
Updated Security Certifications

Responsibilities

Own the end-to-end technical strategy for a portfolio of the most complex North America Government federal accounts, translating DoD and agency mission priorities into multi-year Citrix technology roadmaps that drive platform adoption, mission outcomes, and measurable growth.
Establish and sustain executive-level trusted advisor relationships and governance across customer and partner ecosystems (mission owners, program offices, acquisition, security, and operations), aligning stakeholders on architecture decisions, risk posture, and modernization sequencing.
Provide technical thought leadership that shapes customer modernization approaches and internal standards by connecting Citrix capabilities to federal mission drivers, policy constraints, and market trends
Diagnose mission outcomes, current-state architecture, constraints, and risks across classified and unclassified environments; develop target-state architectures and decision frameworks (tradeoffs, sequencing, and operational impacts).
Codify and scale repeatable patterns (reference architectures, security baselines, playbooks, and customer-ready narratives) that increase the broader team’s technical mindshare and execution consistency.
Represent Citrix as a senior technical spokesperson with customer executives, industry forums, and strategic partners, influencing technical direction and establishing credibility for the platform.
Understand your assigned accounts current use cases, challenges and opportunities and the value the Citrix platform brings to their business.
Consistently contributes to the broader team’s technical mindshare.
Serve as an external spokesperson and evangelist for Citrix vision and associated technologies.
Lead the technical strategy for complex evaluations and competitive displacement, de-risking executive decisions and accelerating time-to-value
Defining win strategies grounded in mission requirements, security/compliance constraints, and total cost of ownership; advising account teams on differentiated positioning and executive messaging.
Delivering executive-ready architecture briefings, deep technical reviews, and product demonstrations for senior technical and cyber leadership, both remotely and on-site.
Designing and governing complex, multi-product proofs of value (POVs) with clear success criteria, test plans, and transition-to-production paths.
Maintaining solid understanding of competitive technologies and how to position to “win”.
Conducting product demonstrations and technical presentations remotely or at customer locations \ Citrix facilities.
Design and build complex, multi-product proof of concept solutions for customer evaluations.
Drive platform adoption, mission readiness, and operational resilience for the federal customer environment by leading outcome-based success plans and high-stakes stability engagements
Author and maintain an executive-aligned technical roadmap that translates requirements into actionable opportunity proposals, operational requirements, high-level designs, and customer success plans with measurable outcomes.
Own major-incident and escalation leadership for the account(s), including stakeholder communications, trend analysis, root-cause reviews, risk acceptance/mitigation recommendations, and support readiness planning.
Establish and run senior-level customer cadences (architecture boards, technical strategy reviews, value briefings, and environment reviews) to drive decisions, unblock delivery, and validate outcomes.
Orchestrate cross-functional execution across sales, product, engineering, support, partners, and leadership
Provide concise, decision-oriented updates and risk/issue briefs for internal leadership, shaping prioritization and investment.
Engage and lead virtual teams to deliver customer outcomes, while identifying systemic gaps and driving improvements to repeatable processes and standards.
Formalize and deliver a strategic customer technology roadmap that identifies customers’ needs and requirements that can be translated into actionable opportunity proposals, operational requirements, high-level designs, and customer success plans.
Be the primary contact for all the customer stability activity including escalation management, proactive communication, and general supportability insight such as delivering trend analysis, root cause analysis, scheduled support planning.
Maintain and conduct customer cadences: Discovery Workshops, Technical Strategy Review, Value Briefings, and Environment reviews.
Working in collaboration with internal and cross functional teams: Provide regular and efficient updates on assigned accounts to sales, product, and leadership teams
Responsible for engaging and leveraging the wider team where appropriate to help manage and deliver the best customer outcomes.