Sr. Partner Account Manager - CSP in Virtual / Travel

$80K - $100K(Ladders Estimates)

Citrix Systems, Inc   •  

Virtual / Travel

Industry: Enterprise Technology

  •  

5 - 7 years

Posted 52 days ago

We believe work is not a place, but rather a thing you do. Our technology revolves around this core philosophy. We are relentlessly committed to helping people work and play from anywhere, on any device. Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. We empower the original mobile device: YOU!

What we're looking for:

The Senior Partner Account Manager - CSP will:

  • Manage a focused Channel based 'Book of Business'
  • Develop and manage critical, complex, highly visible, Partner accounts. Co-ordinates, where appropriate, with relevant groups within Citrix and the broader Field.
  • Represent Citrix at the C Level, inclusive of driving Net New Product growth through the CSPs 'Go to Market' Strategy
  • Develop strategic plan for partner relationships to drive pipeline and exceed net new partner-sourced quota (including Sales VPs, Channel Leadership and Marketing)
  • Manage the day to day running of the business; conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs
  • Align and manage the associated complexity re launching Citrix based 'finished products' to market (inclusive of business planning, branding, marketing, sales alignment, Product Management) to achieve in year financial objectives
  • Orchestrate resources to support partner and help strengthen relationships with Citrix including: ensuring all Citrix sales teams and system engineers are engaged and providing appropriate deal support; organizing training; ensuring participation in marketing and partner strategy programs
  • Drive sales execution through partner by enabling and influencing (enable, co-sell, etc.)
  • Monitor and provide insight into named partners' business and technical service capability, financial results, and investment in selling Citrix products and services
  • Drive development of partner services offerings to support Citrix & increase profitability
  • Representation and presentations at partner events in territory

Qualifications:

  • Strong ability to build and leverage relationships with partners as well as internal area managers, field sales, SEs, inside sales and marketing teams
  • Planning and financial skills including business planning and knowledge of the partner ecosystem including pipeline management and forecasting
  • Understanding of partner economics, business models and motivations for customer success
  • Ability to communicate value proposition in terms of understanding of both partners' and customers' business needs
  • Ability to engage, excite, influence and coordinate both partners and Citrix functions even though they are not under his/her direct control
  • Outstanding communication skills – written, oral and facilitation
  • Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching and timely execution/follow-up
  • Prospecting and sales skills – assist partners drive new opportunities
  • Ability to problem solve – balancing both strategic and immediate needs
  • Be a key contributor and leader with Citrix sales team and region
  • Demonstrated track record of recruiting, training, coaching, motivating and retaining a successful group of partners
  • Strong understanding and proficiency managing to a matrixed organization
  • Self-starter, requiring minimal supervision

Requirements (Education, Certification, Training, and Experience):

  • Bachelor's degree or equivalent experience
  • 5+ years' experience managing a 'Book of Business' either as a PAM, or strategic partner relationship manager role in a high-tech environment with a demonstrated track record of success in driving customer adoption of technology and delivery of Service Based solutions
  • Extensive account management experience, preferably with some experience managing large and / or strategic accounts
  • A demonstrated understanding of the Service Provider business model inclusive of launching 'finished Product' to drive revenue and market share capture

What you're looking for:

Our technology is built on the idea that everyone should be able to work from anywhere, at any time, and on any device. It's a simple philosophy that guides everything we do — including how we work. If you're in sales, we'll help you make your numbers and a difference with a brand you can believe in. We want employees to do what they do best, every day.

Be bold. Take risks. Imagine a better way to work. If we just described you, then we really need to talk.

Functional Area:

CSP Rep


Valid Through: 2019-10-17