Role Responsibilities:
Enable successful go-to-market collaboration with SI partners:
develop joint solutions sales strategies and readiness plans
leverage joint assets in order to maintain a pipeline of opportunities
achieve target goals for partner influence bookings and pipeline creation
drive sales governance efforts to connect Citrix field resources with their appropriate counterparts at the SI
drive quarterly business reviews and adjust plans as necessary to achieve target goals
learn from and communicate customer and sales successes and share globally.
communicate across core team to ensure unified message and strategy within Citrix
set of partners could include DXC, HPE, Wipro, TCS
work with the world-wide CSP lead to develop the growth plan for APJ (200% growth in 2 years)
interlock with the regions on specific ways to on-board CSP distribution and CSPs
identify local and industry ISVs that would be relevant to local markets, and build hosted offerings with them in conjunction with CSP partners
Qualifications (include Knowledge, Skills, Abilities, related Work Experience):
must have the ability to communicate with all levels of an partner including C-level
prior experience working with large systems integrators and service providers is a definite requirement for this role
must have the ability to represent Citrix’s in-depth positioning on cloud, mobility, networking and secure data to counterparts at all levels
must be able to listen for opportunities as well as potential relationship issues and address them effectively
must have excellent written skills and also understand the importance and effectiveness of picking up the phone or meeting someone face-to-face
must be comfortable driving a cross-org / company team to produce results
must have experience building and executing on partner GTMs
must understand the sales process, including pipeline creation and management with partners
ideally would have been in technical sales roles or part of the solutions selling process in past roles
must be comfortable working with various field personnel both inside and outside the company
must be comfortable with technology and the markets that Citrix serves
Functional / Technical Requirements (include Education, Certifications, Training):
executive presence and an understanding of strengths and weaknesses, as well as personal accountability and integrity
proven track record of exceeding quota and goal achievement
strong understanding of technology and current direction of industry
15 + years of information technology experience
ability to quickly understand the drivers and key aspects of a technology / market area
ability to work effectively as member or leader of virtual teams where membership may be across multiple organizations and geographies
ability to meet deadlines, ability to achieve and maintain expected productivity levels
detail oriented and able to help others set priorities
ability to run multiple projects simultaneously
broad knowledge and able to think outside the box
ability to work independently and make decisions
enthusiasm and natural curiosity for technology
strong Business and sales experience in the Microsoft business ecosystem and marketplace preferred
minimum undergraduate degree in Computer Science or similar
Functional Area:
Alliance/SI Manager
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