As the Director of WW Partner Operations and Productivity you would develop and execute a global operations model that increases partner sales productivity and makes it easy for partners to do business with Citrix. The position is located in Fort Lauderdale, FL
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Necessary qualities for this role include: a deep understanding of sales, partner and business operations within the software/hardware industry, the ability to communicate effectively with sales leadership, an analytic mind, system savvy, intellectually curious, a fast learner, detail oriented, strong organizational skills, and the ability to act quickly on day-to-day business operations while keeping focused on high impact projects.
Responsibilities include: engaging with partner sales leadership to set partner growth targets, establishing a global operations plan and delivery schedule for partner benefits and requirements for existing programs, defining operations for new programs, building processes and systems for scalable growth, ensuring successful payment administration of millions of dollars in rebates to partners, implementing program rules for partner discount qualification, and providing business intelligence for better decision making through advanced analytics.
Primary Duties / Responsibilities
· Business Planning – work as a trusted advisor to Geo partner leadership teams and cross functional leaders (Sales Operations, HR, Finance, Marketing, etc.) to drive the annual business planning process which includes defining the partner coverage model, setting quotas, and leading critical partner sales growth initiatives.
· Reporting & Analytics – Collaborate with senior management to evolve the definitions of key partner metrics, leading and lagging indicators, to delivery relevant, real-time business insights. Hold everyone accountable to making data-driven decisions, ensuring targets are set and return on investment on initiatives can be measured. Discover the most effective delivery mechanism i.e. Salesforce, Tableau, Excel or new technology to deliver dashboards to decision makers. Interpret results, communicating trends and actions sales leaders can take to improve business outcomes
· Partner membership execution – Collaborate with the virtual team that runs operational tasks in administering six partner programs with over 12,000 members: Citrix Solution Advisor, System Integrator, ISV, Citrix Service Provider (CSP), CSP Distributor, and Distributor. Ensure that membership processes and systems are operating as designed with regards to application, internal approval, legal agreement acceptance, benefits/requirements administration, renewal, and termination, all leveraging cross-functional and virtual teams across the company.
· Partner incentives execution – Collaborate with the team that runs operational tasks in administering incentive programs that provide a discount or a rebate to partners. Ensure the timely and accurate payment of rebates, addressing issues and maintaining clear processes to for tens of millions of dollars and over 20,000 individual payments sent annually.
· Governance – Own partner data globally and the evolution of systems and processes for the entire partner lifecycle. Set policies and procedures to ensure partner data quality, data integrity, program compliance, and adherence to company and/or legal rules and regulations (SOX, FCPA). Define access rights for who is authorized to edit partner data, i.e. membership levels, membership term, certifications, incentive qualification. Complete independent audit and compliance checks. Maintain documentation.
· Operations Planning - Represent the partner sales organization’s requirements for increased efficiency to IT, Sales Operations, Marketing, and Finance by recommending system enhancements and asking for new capabilities. Author and present business justification to secure funding from the Capital Committee for investment in new systems and/or the evolution of existing systems.
· Collaboration – Develop strong, trusted relationships with key executive stakeholders across the business. Skillfully manage across a matrix environment; seek avenues to leverage/align with Sales, Finance, Marketing, Products and Supply Chain to align goals/objectives of the worldwide and GEO partner leadership. Lead Geo partner operations virtual teams and participate as a key contributor on projects led by partner programs, marketing and enablement teams.
· Team Leadership – Lead the Partner Operations and Productivity team, consisting of three direct reports and seven indirect reports. Lead, recruit and retain top talent.
Qualifications and Requirements
· 10+ years of experience in a senior partner operations and strategy role. Prior experience with a fast growth $1B+ technology company highly preferred.
· Bachelor’s Degree or higher in an analytical field (e.g. Computer Science, Business, Engineering, Mathematics, or Statistics).
· Deep channel expertise in the two-tier distribution channel.
· Experience building and leading high performance virtual teams to consistently deliver high impact results.
· Approaches problems and troubleshooting in a rational manner using sound strategies that ensures comprehensive understanding and effective resolution.
· Analytical and data-driven, using complex datasets strategically to create improvements, provide practical business insights and persuade others.
· Effective working in an unstructured, collaborative environment requiring new perspectives and creative approaches. Able to see the big-picture while also being hands-on and in the details.
· Focused on doing what’s right for the business. High energy and contagious enthusiasm. Willing to take on the tough projects and challenges to support growth of the business.
· Clear and genuine communicator with executive presence and excellent relationship building skills who inspires trust and credibility with all levels of individuals, both inside and outside the company.
· Demonstrated ability to present technical content to general audiences.
· Ability to handle multiple concurrent projects and drive initiatives in a cross-functional environment.
· Adept at addressing cultural and geographic differences in global strategy implementation.
· Demonstrated past successes of meeting demanding schedules and making difficult tradeoff decisions on a timely basis
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