Senior CSP Partner Account Manager

Job Description

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:

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!
Citrix is a cloud company that enables mobile workstyles. We create a continuum between work and life by allowing people to work whenever, wherever, and however they choose. Flexibility and collaboration is what we’re all about. We're partnering with our customers to shape how the future works. It’s how we keep people, organizations, and things connected—anywhere, any time, on any device.

As the Partner Account Manager(PAM) , CSP (Citrix Service Provider) Enterprise Sales , you will be responsible for driving a targeted group of Enterprise Citrix Service Providers. You will be accountable for growing Citrix CSP recurring revenue and bookings for our named partners. You will be responsible for developing and executing business plans which specify and leverage channel marketing materials, field events, demand generation activities, feedback solicitation, as well as ensuring they are acting as an overall Citrix CSP evangelist.

Your Responsibilities

• Achieve Quota (inclusive of MRR and ARR)
• Develop and manage an assigned territory consisting of Cloud Service Providers (CSP) players, prospects and customers to increase Citrix market share and revenue.
• Working with Citrix Service Provider (CSP) prospects for new business, including driving, enabling and supporting the launch of Citrix based ‘finished Goods and Services’
• Generate partnerships with sales and service organisations along with IT business executives within Service Provider market
• Responsible for the cultivation of partners through channel enablement to establish programmatic sales approaches, being able to answer complex questions pertaining to product licensing, product features and program requirements
• Grow and maintain a healthy partner ecosystem for current and future market share and revenue growth
• Manage weekly forecasts against revenue targets and work closely with sales counterpart(s) and CSPs to manage the pipeline and set appropriate monthly and quarterly revenue expectations using Citrix-defined CRM and forecasting tools
• Responsible for all aspects of the sale from pricing negotiations, contract development, to ensuring successful order fulfilment once the order has been received and processed by Citrix
• Detail oriented in Account Planning and equally important, Opportunity Management
• Where appropriate ensure alignment with the Broader Citrix Field team , including PAMs, FSMs, ERMs, CAMs
• Able to position and sell CSP portfolio against competitive products for typically small to medium sized accounts, and/or a small to medium-sized quota/territory (End User in support of CSP execution).
• Support partners in pursuing and identifying opportunities
• Establish, develop and maintain relationships within partners through phone and on-site visits
• Ability to execute on “Solution Selling” of applications, desktops and provisioning of both in the Service Provider Market and end Users
• Prospects for new business, direct customer engagement, working with Citrix Service Provider (CSP) partners to increase Citrix Cloud product knowledge and efficiencies​

Who You Are
You are a natural people person with excellent communications skills and thrive in meeting face to face with clients and present them with solutions that make their business run better. You have an extensive experience of channel/partner sales experience within a high tech channel sales environment, ideally software channel sales, with a demonstrated success in partner management with notable accomplishments; You have a track record of success in a consultative sales environment, understands customer and/or partner industry dynamics and quickly learns their specific strategies, priorities and challenges. You start with the customer/partner point of view and fit the Citrix solution/advantage into that picture. You’re aligned with partners in your current role, and can leverage Partners/SI (system integrators) & strengthen existing partner /SI relationships by creating a productive cadence of interaction with them around current and future sales opportunities.

Your Requirements (Education, & Experience )

• Bachelor’s Degree or related field or equivalent experience
• Extensive experience in channel management experience preferably in the Information Technology industry.
• A demonstrated understanding of the Service Provider business model inclusive of launching ‘finished Product’ to drive revenue and market share capture

The Company 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.

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:

About us:

Citrix is a cloud company that enables mobile workstyles. We create a continuum between work and life by allowing people to work whenever, wherever, and however they choose. Flexibility and collaboration is what we’re all about. The Perks: We offer competitive compensation and a comprehensive benefits package. You’ll enjoy our workstyle within an incredible culture. We’ll give you all the tools you need to succeed so you can grow and develop with us.

Citrix Systems, Inc. is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination on the basis of age, race, color, gender, sexual orientation, gender identity, ethnicity, national origin, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions, marital status, protected veteran status and other protected classifications.

Citrix uses applicant information consistent with the Citrix Recruitment Policy Notice at https://www.citrix.com/about/legal/privacy/citrix-recruitment-privacy-notice.html

Citrix welcomes and encourages applications from people with disabilities. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual with a disability and require a reasonable accommodation to complete any part of the job application process, please contact us at (877) 924-8749 or email us at [email protected] for assistance.

If this is an evergreen requisition, by applying you are giving Citrix consent to be considered for future openings of other roles of similar qualifications.