Drive partner success by managing, developing and growing the IBM relationship to drive IBM revenue for Citrix across Americas GEO.
Provide support, leadership and direction on IBM relationship to Enterprise, Commercial, LAC, Networking, Canada, and PAMs.
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Grow net new partner revenue through joint business, pipeline and forecast planning and execution.
Collaborate closely with Citrix sales teams and leadership on partner business opportunities and escalations.
Pipeline management & forecasting across Citrix sales segment organizations such as Enterprise, Commercial, LAC, Canada and Networking.
Leverage Cross-Functional team of specialists to drive enablement and marketing activities for partner training and marketing execution activities – Channel Architects, Channel Programs, Channel Marketing.
Establish and build executive relationship and alignment with the Partner corporate and HQ team.
Ensure customer satisfaction by coordinating Citrix and Partner resources throughout sales cycle.
Grow contribution of Citrix partners, enhancing capabilities required to sell entire Citrix portfolio.
Primary Duties / Responsibilities
Develops and manages entire relationship with IBM across the Americas GEO. IBM is a key Strategic Alliance partner for Citrix and focused engagement is critical, large, complex, highly visible.
Co-ordinates with WW Strategic Alliances team and WW Global IBM Alliance Director who sets strategy and executes the strategy inside and across the Americas GEO.
Develops and executes on a Americas GEO strategic plan for IBM to drive pipeline and exceed quotas (including Sales VPs, Channel Leadership and Marketing)
Conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs
Organize partnership business planning and execution (including marketing, sales skills development, product, services and customer territory planning) to achieve set objectives
Increase partners Citrix sales & delivery workforce through sales, presales & technical certifications
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
Responsible for the activities and productivity of Funded Heads
Qualifications (Knowledge, Skills, Abilities)
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 with Citrix internal processes and tools as well as working level understanding of product, licensing and partner programs
Requirements (Education, Certification, Training, and Experience)
Bachelor’s degree or equivalent experience
5-8 year’s experience either as a Strategic Alliance partner relationship manager role in a high tech environment in an indirect sales and procurement environment with a demonstrated track record of success in driving customer adoption of technology
Extensive account management experience, preferably with some experience managing large and / or strategic accounts
Functional Area:
Channel Manager (Channel Development Manager)
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