About the position
The position is accountable for the development and execution of a multi-year technical strategy and roadmap focused on the consumption of entitlement and growth of the Citrix technology platform within an assigned named account segment. The role involves developing strategic partnerships and building trusted relationships with customers, technical stakeholders, and decision-makers. The individual will provide technical thought leadership and insights on Citrix products, industry trends, and their relevance to customers, while understanding the assigned accounts' current use cases, challenges, and opportunities. The position also requires contributing to the broader team's technical mindshare and serving as an external spokesperson and evangelist for Citrix vision and associated technologies. Additionally, the role includes assisting with overcoming technical and competitive objections, conducting product demonstrations, and designing complex proof of concept solutions for customer evaluations. The individual will be responsible for driving the adoption and consumption of Citrix products, formalizing and delivering a strategic customer technology roadmap, and maintaining customer cadences such as Discovery Workshops and Technical Strategy Reviews. Collaboration with internal and cross-functional teams is essential, providing regular updates on assigned accounts to sales, product, and leadership teams.
Responsibilities
- Accountable for the development and execution of multi-year technical strategy and roadmap focused on consumption of entitlement and growth of the Citrix technology platform within an assigned named account segment.
- Develop strategic partnerships and build trusted relationships with customers, technical stakeholders, and decision-makers.
- Provide technical thought leadership and insights of Citrix products, industry trends, and their relevance to customers.
- Understand assigned accounts' current use cases, challenges, and opportunities and the value the Citrix platform brings to their business.
- Contribute to the broader team's technical mindshare.
- Serve as an external spokesperson and evangelist for Citrix vision and associated technologies.
- Assist with overcoming technical and competitive objections and accelerate the technical evaluation component of the sales cycle.
- Maintain solid understanding of competitive technologies and how to position to win.
- Conduct product demonstrations and technical presentations remotely or at customer locations.
- Design and build complex, multi-product proof of concept solutions for customer evaluations.
- Accountable for driving the adoption and consumption of Citrix products and environment stability.
- Formalize and deliver a strategic customer technology roadmap that identifies customers' needs and requirements.
- Be the primary contact for all customer stability activity including escalation management and proactive communication.
- Maintain and conduct customer cadences: Discovery Workshops, Technical Strategy Review, Value Briefings, and Environment reviews.
- Provide regular and efficient updates on assigned accounts to sales, product, and leadership teams.
- Engage and leverage the wider team where appropriate to help manage and deliver the best customer outcomes.
Requirements
- Active TS clearance required.
- Bachelor's degree or equivalent experience required.
- 5+ years of Sales Engineering and/or Consulting experience in high-tech, indirect sales, and procurement environments.
- 3+ 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).
- 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.
Benefits
- Access to healthcare.
- Life insurance and disability benefits.
- 401(k) plan and company match.
- Annual bonus and sales incentives depending on performance.
